Bibliography : Culture & Negotiation : General

This section features books on working and living in different countries. Use it to help you prepare for your next business trip.

Chesanow, R. (1985). The World Class Executive: How to Do Business Like a Pro Around the World.
New York: Rawson Associates.

Chu, Chin-Ning (1991). Unlocking the Hidden Agenda the Asian Business Culture.
Simon & Schuster Adult Publishing Group.

Culture Smart! (2004).
Portland, OR: Graphic Arts Center Publishing.
Before traveling abroad, expand your cultural knowledge with a Culture Smart! country guide. Ideal for the traveler on a short trip. Planning to stay for a while? Try a Culture Shock! country guide, a twenty-five title series focusing on etiquette and culture, or one of the Living in the World's Great Cities guide. The Succeed in Business series offers the executive working a quick primer for working and doing business in different countries around the world.

Foster, D. (1992). Bargaining Across Borders: How to Negotiate Business Successfully Anywhere in the World.
New York: McGraw-Hill, Inc.

Gundling, E. (2003). Working Globesmart: 12 People Skills for Doing Business Across Borders.
Palo, Alto, CA: Davis-Black Publishing.
An in-depth look at the impact of culture on how we work together.

Hofstede, G. (1991). Cultures and Organizations: Intercultural Cooperation and Its Importance for Survival.
Great Britain: McGraw-Hill International (UK) Limited.
The classic on the issue of culture. If you work in a multi-cultural environment this is a must read. Provides country specific frameworks.

Hendon, D.W., Hendon, R.A., & Herbig, P. (1996). Cross-Cultural Business Negotiations.
Westport, CT: Quorum Books.

Kennedy, G. (1985). Doing Business Abroad.
New York: Simon and Schuster.

Kublin, M. (1995). International Negotiating: A Primer for American Business Professionals.
New York, London: International Business Press.

Morrison, T., Conaway, W.A., & Borden, G.A. (1994). Kiss, Bow, or Shake Hands.
Holbrook, MA: Bob Adams, Inc.
A quick overview of work etiquette in fifty different countries. Perfect if you are about to leave on a last minute business trip.

O'Hare-Devereaux, M., & Johansen, R. (1985). Global Work: Bridging Distance, Culture & Time.
San Francisco, CA: Jossey-Bass Publishers.

Salacuse, J. (1991). Making Global Deals: Negotiating in the International Marketplace.
Boston, MA: Houghton Mifflin Company.

Trompenaars, F., & Hampden-Turner, C. (1997) Riding the Waves of Culture: Understanding Cultural Diversity in Business (2nd ed.).
London: Nicholas Brealey Publishing.

Browse our selection of books and articles on negotiation, trust, gender, difficult relationships and clinical research organizations.

We’ve tagged those that we find particularly helpful, Sandy & Ira’s Favorites.