Role of Cultural Distance Page 1 2/26/2004 THE ROLE OF CULTURAL DISTANCE IN INTERNATIONAL NEGOTIATIONS

This paper attempts to examine the issues surrounding the role of national culture bias and the concept of distance among Hofstede's (1980) cultural dimensions on the ability to reach integrative agreements in international business arrangements between firms. Relational models of negotiating and the role of culture are presented as well as several managerial implications and propositions for future research