Mind and Heart of the Negotiator, Second Edition, The

Predictors of Success in Intercultural Interactions

Your pharmaceutical company wants to expand its international base. You are charged with the task of selecting a few managers to participate in a special global initiatives assignment in various countries. You know that failure rates as high as 70 percent can be avoided (Copeland and Griggs 1985). These costs include not only the lost salary of an executive, the cost of transporting the family, and the cost of setting up an office abroad, but also include damage to your organization, lost sales, on-the-job mistakes, and loss of goodwill. Unfortunately, ready-made personality measures are not good predictors of success abroad. The following have some value in predicting success (Triandis 1994 ...