Access this journal online __________________________ 223

Editorial advisory board ___________________________ 224

Abstracts and keywords ___________________________ 225

French abstracts___________________________________ 227

Spanish abstracts__________________________________ 229

Japanese abstracts_________________________________ 231

Guest editorial ____________________________________ 233

International business negotiations: presentknowledge and direction for future researchNina Reynolds, Antonis Simintiras and Efi Vlachou ___________________ 236

Social capital and the dynamics of businessnegotiations between the northern Europeans and theChineseRajesh Kumar and Verner Worm__________________________________ 262

International MarketingReview

International business negotiations

Guest EditorsAntonis Simintiras and Nina Reynolds

ISSN 0265-1335

Volume 20Number 32003

CONTENTS

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Negotiation approaches: direct and indirect effect ofnational cultureXiaohua Lin and Stephen J. Miller__________________________________ 286

A comparative analysis of sales training in Europe:implications for international sales negotiationsSergio Roman and Salvador Ruiz __________________________________ 304

CONTENTScontinued

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IMR20,3

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International Marketing ReviewVol. 20 No. 3, 2003p. 224# MCB UP Limited0265-1335

EDITORIAL ADVISORY BOARD

David BallantyneMelbourne Business School, Australia

Professor Jean J. BoddewynThe City University of New York, USA

Dr Marylyn CarriganUniversity of Birmingham, UK

Professor Tevfic DalgicUniversity of Texas at Dallas, USA

Professor Adamantios DiamantopoulosLoughborough University Business School, UK

Professor Manucher FarhangLulea University of Technology, Sweden

Professor Krzysztof FonfaraWielkopolska Business School, Poland

Professor Nigel J. HoldenCopenhagen Business School, Denmark

Professor Constantine S. KatsikeasUniversity of Wales, UK

Sam OkoroafoUniversity of Toledo, USA

Professor Stan PaliwodaUniversity of Birmingham, UK

Professor K.N. RajendranThe University of Northern Iowa, USA

Professor Ilkka RonkainenGeorgetown University, USA

Professor Saeed SamieeUniversity of Tulsa, USA

Professor Bodo B. SchlegelmilchWirtschaftsuniversitat, Wien, Austria

Professor Vern TerpstraUniversity of Michigan, USA

Professor Sandra VandermerweImperial College, University of London, UK

EDITORIAL REVIEW PANEL

Dr Jim BellMagee College, University of Ulster, UK

Dr Roger BennettLondon Guildhall University, UK

Professor Paul ChaoUniversity of Northern Iowa, USA

Dr Irvine Clark IIIJames Madison University, USA

Dr John B. FordOld Dominion University, Norfolk, USA

Dr June FrancisSimon Fraser University, Burnaby, BC, Canada

Professor George T. HaleyUniversity of New Haven, USA

Professor E. KaynakPennsylvania State University, USA

Professor Leonidas LeonidouUniversity of Cyprus, Cyprus

Professor Dale LittlerUMIST, UK

Professor Thomas J. MaronickTowson State University, USA

Professor Hans MuhlbacherUniversity of Innsbruck, Austria

Dr Helen PerksUMIST, UK

Professor C.P. RaoKuwait University, Kuwait

Professor Ronald SavittUniversity of Vermont, USA

Dr Vivienne ShawUniversity of Otago, New Zealand

Dr K. SivakumarLehigh University, Pennsylvania, USA

Dr Chris StylesUniversity of New South Wales, Australia

Dr Isabelle SzmiginUniversity of Birmingham, UK

Professor Michael J. ThomasUniversity of Strathclyde, UK

Dr P.M. WilliamsonLiverpool John Moores University, UK

Professor James E. Wills JrUniversity of Hawaii, USA

International business negotiations:present knowledge and direction forfuture research

Nina Reynolds, Antonis Simintiras andEfi Vlachou

Keywords International business,Negotiating, National cultures, Research

Global companies increasingly rely on theeffectiveness of business negotiations for theirsurvival and growth. As an importantbusiness function for creating andmaintaining successful relationships,international business negotiations duringthe last decade (1990-2000) have attractedconsiderable attention among researchers.Although these research efforts have shedlight on several aspects of internationalbusiness negotiations, there has been neithera comprehensive assessment of the knowledgegained, nor a systematic analysis of the issuesthat this research appears to have leftunexplored. It is the purpose of this study toprovide a thorough review of the publicationson international business negotiationsgenerated in the last decade, identify trends,assess where the discipline currently is andwhere it might be going.

Social capital and the dynamics ofbusiness negotiations between thenorthern Europeans and the Chinese

Rajesh Kumar and Verner Worm

Keywords Nego