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CROSS-CULTURAL BUSINESS NEGOTIATIONS. By Donald W. Hendon, Rebecca Angeles Hendon and Paul Herbig. Connecticut and London: Greenwood Publishing Group. 1996. xii, 256 pp. US$59.95, cloth. ISBN 156720-064-8.
THE SEVENTEEN CHAPTERS of this book cover basic aspects of cross-cultural negotiation: What, Why, How, When, Who, Where, and Haggling, followed by six specific country studies (Indonesia, Germany, Saudi Arabia, Hong Kong/China, Australia and the Philippines), and a concluding chapter, "Dos and Don'ts of Cross-Cultural Negotiations." The structure of the work general principles of cross-cultural negotiation, followed by a few specific country studies - is sensible, and the book contains some useful summaries from well-known primers and studies of cultural differences, such as the most famous works of E. T. Hall and Geert Hofstede.
There are, however, some flaws that should be mentioned. There are frequent statements of...