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1. INTRODUCTION. In the modern era of globalisation, cross-cultural negotiations are inevitable. Essentially, cross-cultural negotiations are still governed by all the rules of mono-cultural negotiations. In other words, to successfully reach a mutually satisfactory agreement, a negotiator is required to understand the behaviour of their bargaining partner, and the goals and motivations governing their behaviour. The element that makes cross-cultural negotiations more complex, however, is the influence of cultural values and traits on such goals and …

…the negotiation process is the key to gaining knowledge of the cultural variables. However, accommodating the cultural differences inherent in the other stages of the negotiation process requires not only extensive knowledge of the cultural differences but also the ability to adjust to them. In dealing with the Chinese, a German negotiator must be people-orientated and exert patience. Conversely, a Chinese negotiating with Germans must learn to be precise in all aspects of the negotiation.