Conclusion
The limited survey reported here confirms what numerous other studies,
relying principally on a methodology based on observations and interviews,
have also found: that culture can influence the way in which persons perceive
and approach certain key elements in the negotiating process. A
knowledge of these cultural differences may help negotiators to better
understand and interpret their counterpart’s negotiating behavior and to find
ways to bridge gaps created by cultural differences (Salacuse 1993).