Vertrauen zwischen Fremden : zum Aufbau einer Joint-Venture-Culture in interkulturellen Verhandlungen

Kurzfassung/Abstract

Trust Between Foreign Partners – How to Construct a Joint-Venture-Culture in Intercultural Negotiations
Studies emphasizing dichotomic differences between cultures seem not to be adequate to predict problems
resulting from the contact of cultural strangers. Many scholars have questioned both such approaches
and the resulting advices for managers performing intercultural joint ventures. This study
shows that intercultural meetings create realities of their own dynamic and emergent way resulting of
mutual negotiated features of behaviour. This third-culture construction serves as a stable base for
continuous reciprocal trust formation.