International negotiations

"Ghosting" in the realm of international business is a perplexing challenge that often manifests as unresponsiveness from potential or existing clients during negotiations or contract discussions.

Import-export relationships are based in trust, but linguistic barriers, cultural differences and psychic distance makes hard developing these relationships. A recent article written by Pedro María Martínez Villar, professor at the University of León, reflects about how psychic distance affects Spanish SMEs choosing the market they want to trade with.