Coaching can help intercultural business negotiators make a success of a tough role.

Jean-Claude Usunier reports

  It is extremely useful for junior intercultural business negotiators to be coached, especially when it is a ‘double first time’ for them (their first negotiation and their first intercultural setting). The basic role of coaches supporting those involved in intercultural business negotiations (ICBN) is to help the client avoid cultural misunderstandings and be better able to rationally...