Chapter | Negotiation Excellence: Successful Deal Making | 2011

Building Intercultural Trust at the Negotiating Table

by Sujin Jang and Roy Y.J. Chua

Abstract

This chapter examines the challenges of intercultural negotiation with a focus on the critical role of trust. Building trust is crucial for successful negotiations between cultures, yet intercultural negotiations are often characterized by a lack of trust. We discuss what trust is, why it matters, and why it is so difficult to establish in intercultural negotiations. We then offer guidelines for building trust in intercultural negotiations with an emphasis on cultural intelligence-the capacity to adapt effectively across cultures.

Keywords: Cross-Cultural and Cross-Border Issues; Negotiation; Trust; Adaptation;

Citation:

Jang, Sujin, and Roy Y.J. Chua. "Building Intercultural Trust at the Negotiating Table." In Negotiation Excellence: Successful Deal Making, edited by Michael Benoliel. World Scientific, 2011.