Cohen, R.
(1987) `International Communication: An Intercultural Approach', Cooperation and Conflict22(1): 63-80.
2.
Elgström, O.
(1990) `Norms, Culture, and Cognitive Patterns in Foreign Aid Negotiations', Negotiation Journal6: 147-159.
3.
Fisher, G.
(1980) International Negotiation. A Cross-Cultural Perspective. Chicago, IL: Intercultural Press.
4.
Fisher, R.
and Ury, W. (1981) Getting to Yes. London: Hutchinson Business.
5.
Gulliver, P. H.
(1979) Disputes and Negotiations. A Cross-Cultural Perspective. New York: Academic.
6.
Hannerz, U.
(1983) Över gränser. Studier i dagens socialantropologi. Lund: Liber.
7.
Hofstede, G.
(1991) Organisationer och kulturer. Lund: Studentlitteratur.
8.
Huntington, S. P.
(1987) `The Goals of Development', in M. Weiner and S. P. Huntington (eds) Understanding Political Development. Boston, MA: Little, Brown.
9.
Jönsson, C.
(1990) Communication in International Bargaining. London: Pinter.
10.
Keesing, R. M.
(1981) Cultural Anthropology. A Contemporary Perspective. New York: Holt, Rinehart and Winston.
11.
Pye, L.
(1992) Chinese Negotiating Style. New York: Quorum.
12.
Rubin, J. Z.
and Sander, F. E. A. (1991) `Culture, Negotiation, and the Eye of the Beholder', Negotiation Journal7: 249-254.
13.
Winham, G. R.
(1980) `International Negotiation in an Age of Transition', International Journal35: 1-20.
14.
Zartman, I. W.
and Berman, M. R. (1982) The Practical Negotiator. New Haven, CT and London: Yale University Press.
15.
Some books and articles on `National Culture and International Negotiation' not referred to in the text:
16.
Anand, R. P.
(ed.) (1981) Cultural Factors in International Relations. New Delhi: Abinhav.
17.
Black, P. W.
and Avruch, K. (1993) `Culture, Power and International Negotiations: Understanding Palau-US Status Negotiations', Millennium22: 379-400.
18.
Casse, P.
and Deol, S. (1985) Managing Intercultural Negotiations. Yarmouth, ME: Intercultural Press.
19.
Cohen, R.
(1990) Culture and Conflict in Egyptian-Israeli Relations: A Dialogue of the Deaf. Bloomington: Indiana University Press.
20.
Graham, J. L.
(1985) `The Influence of Culture on the Process of Business Negotiations', Journal of International Business Studies16: 81-96.
21.
Iriye, A.
(1979) `Culture and Power: International Relations as Intercultural Relations', Diplomatic History3: 115-128.
22.
Janosik, R. J.
(1987) `Rethinking the Culture-Negotiation Link', Negotiation Journal3: 385-396.
23.
Korzenny, F.
and Ting-Toomey, S. (eds) (1990) Communicating for Peace: Diplomacy and Negotiation. Newbury Park, CA: Sage.
24.
Plantey, A.
(1982) `A Cultural Approach to International Negotiation', International Social Science Journal93: 535-543.
25.
Weiss, S. E.
and Stripp, W. (1985) Negotiating with Foreign Persons. New York: New York University Press.
26.
Some major works on `National Negotiating Styles':
27.
Binnendijk, H.
(ed.) (1987) National Negotiating Styles. Washington, DC: Center for the Study of Foreign Affairs, US Department of State.
28.
Blaker, M. K.
(1977) Japanese International Negotiating Style. New York: Columbia University Press.
29.
Hall, E. T.
and Hall, M. R. (1990) Understanding Cultural Differences. Germans, French and Americans. Yarmouth, ME: Intercultural Press.
30.
Jönsson, C.
(1979) Soviet Bargaining Behavior. New York: Columbia University Press.
31.
Kazuo, O.
(1979) `How the “Inscrutables” Negotiate with the “Inscrutables”: Chinese Negotiating Tactics vis-à-vis the Japanese', China Quarterly79: 529-552.
32.
Kimura, H.
(1980) `Soviet and Japanese Negotiating Behavior: The Spring 1977 Fisheries Talks', Orbis24: 43-67.
33.
Knutsson, J.
(1986) Kinesiskt förhandlingsbeteende. Stockholm: IIB.
34.
Lall, A.
(1968) How Communist China Negotiates. New York: Columbia University Press.
35.
Smith, R. F.
(1989) Negotiating with the Soviets. Bloomington: Indiana University Press.
36.
Van Zandt, H. F.
(1970) `How to Negotiate in Japan', Harvard Business Review48: 45-56.
37.
Young, K.
(1968) Negotiating with the Chinese Communists. New York: McGraw-Hill.
