Bibliography : Culture & Negotiation : Country-Specific

These titles focus on specific countries, addressing such issues as cultural attitudes, social customs, and work strategies.


Blackman, C. (1997). Negotiating China: Case Studies and Strategies.
Allen & Unwin Pty., Limited.

Fang, T. (2001). Chinese Negotiating Style.
Sage Publications.

Lam, Maria Lai-Ling. (2000). Working with Chinese Expatriates in Business Negotiations: Portraits, Issues and Applications.
Greenwood Publishing Group.

Lee, C. (2003). Cowboys and Dragons: Shattering Cultural Myths to Advance Chinese-American Business.
Dearborn Trade.

Schneiter, F., & Feign, L. (2000). Getting Along with the Chinese for Fun and Profit.
Hong Kong: Asia.

Soloman, R.H. (1999). Chinese Negotiating Behavior: Pursuing Interests Through "Old Friends."
United States Institute of Peace Press.

Soloman, R.H. (1995). Chinese Negotiating Behavior, 1967-1984.
RAND Corporation.


Carroll, R. (1988). Cultural Misunderstandings of the French American Experience. Chicago:
University of Chicago Press.


Smyser, W.R. (2003). How Germans Negotiate: Logical Goals, Practical Solutions.
United States Institute of Peace Press.


Kumar, R. (2005). Doing Business in India.
Palgrave Macmillan.


Collins, R.J. (1992). Japan-Think, Ameri-Think: An Irreverant Guide to Understanding Cultural Differences Between Us.
New York: Penguin Books.

Deutsch, M.F. (1983). Doing Business with the Japanese.
New York: The New American Library.

Graham, J.L., & Sano, Y. (1989). Smart Bargaining: Doing Business with the Japanese.
New York: Harper Business.

Hall, E.T., & Mildred, R. (1987). Hidden Differences: Doing Business with the Japanese.
Garden City, New York: Anchor Press/Doubleday.

March, R.M. (1988). The Japanese Negotiator: Subtlety and Strategy Beyond Western Logic.
Tokyo and New York: Kodansha International.

Moran, R.T. (1985). Getting Your Yen's Worth: How to Negotiate with Japan, Inc.
Houston,TX: Gulf.

Nishiyama, K. (1999). Doing Business with Japan: Successful Strategies for Intercultural Communication.
University of Hawaii Press.

North Korea

Downs, C., Less, J. (1999) Over the Line: North Korea's Negotiating Strategy.
American Enterprise Institute for Public Policy Research.


Robinowitz, C.J., & Carr, L.W. (2001). Modern Day Vikings: A Practical Guide to Interacting with the Swedes
(The Interact Series). Yarmouth, ME: Intercultural Press.

The Netherlands

Vossestein, J. (2005) Dealing with the Dutch: A Guide for Visitors, New Residents and Better Business Relationships.
Koninklijk Instituut Voor de Tropen.

White, C., & Boucke, L. The Unduchables. An Observation of the Netherlands: Its Culture and its Inhabitants (3rd ed.).
Lafayette, Colorado: White Boucke Publishing, 1993.

United States

Culture Grams by ProQuest Information and Learning

Culture Shock! USA.(1991).
Portland, OR: Graphic Arts Center Publishing.

Byson, Bill. (1996). Made in America: An Informal HIstory of the English Language in the United States.
New York: William Morrow.

Collis, H. & Kohl, J. (1991). 101 American Customs: Understanding Language and Culture Through Common Practices.
Lincolnwood, Ill: Passport Books.

Lanier, A.R., & Davis, J.C. (2004). Living in the USA (6th ed.).
Yarmouth, ME: Intercultural Press.

Powell, M. (2005). Behave Yourself! The Essential Guide to International Etiquette.
Guilford, Conn.: Globe Press.

Steward, E. (1999). American Cultural Patterns: A Cross-Cultural Perspective.
Yarmouth, ME: Intercultural Press.

Turkel, Studs. (c.2003). American Dreams: Lost and Found.
New York: New Press.

Tomb, Howard. (2005). The Wicked Traveler: How to get along--and get your way--in 5 countries and 5 languages.
New York: Workman Pub.

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