Cultura

In The Cultural Context in Business Communication.
Eds. Susanne Niemeier, Charles P. Campbell & Rene Dirven Amsterdam: John Benjamins Pub. Co., 1998. pp. 51-118.

Negotiating with foreign business persons
An introduction for Americans with propositions on six cultures
Stephen E. Weiss with William Stripp*
York University, Canada
Ten years after “Negotiating with foreign business persons”:
A 1995 preface
In December, 1984, I completed the first draft of this manuscript on cross- cultural negotiation. I had worked eagerly, for this subject was a longstanding interest whose pursuit I had postponed in order to concentrate on other research concerning negotiators’ communications. What emerged was too long for a journal article, too short for a book.
Even as a university working paper, the manuscript quickly circulated internationally. Its analytic framework, in particular, attracted attention. It appeared in books such as Harris & Moran’s Managing Cultural Differences (Houston: Gulf, 1987) and Gauthey et al.’s Leaders sans frontières (Paris: McGraw-Hill, 1988). Though never published in its entirety, the paper influenced thinking, particularly in North America, about cultural dimensions of negotiation.
* This manuscript was originally written while the first author served on the faculty of New York University’s Stem School of Business. It was indexed there as NYU Working Paper . #85-6. For this printing of the manuscript, the original text remains largely unchanged. The only modifications were relabelling some elements of the framework and reordering text to correspond to the framework.
Additional research assistance was provided by Gaik Eng Lim and Betty J. PunnetL

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Stephen E. Weiss with William Stripp
The editors’ offer to insert my earlier paper in this volume, some 10 years later, indicates its continuing appeal and usefulness. Indeed, I hope — and believe — that it occupies more than an historical spot in the development of knowledge