Date of this Version


Document Type

Journal Article

Publication Details

Published version

Ly-Le, T. (2015). Business negotiations between American and Vietnamese businesses: The influence of proxemics and site setting on negotiation outcomes. Student Pulse, 7(4), 1-8.

Access the journal

Copyright © 2015 Student Pulse, LLC. All rights reserved.

2015 HERDC submission




Vietnam is becoming an increasingly inviting market for foreign investment. However, working with foreigners and expanding business abroad can be risky for all parties involved. The diversity among business cultures frequently leads to confusion, misunderstanding, and failure in cross-cultural endeavors. It is therefore important to study business negotiation in a cross-cultural setting. This paper addresses nonverbal communication during negotiations between Vietnamese and American businesses. The proxemics within traditional Vietnamese companies are examined, with specific consideration given to the choice of negotiation site and the room arrangement of that site to further determine how American people perceive them and how these factors might affect the negotiation process.



This document has been peer reviewed.


To view the content in your browser, please download Adobe Reader or, alternately,
you may Download the file to your hard drive.

NOTE: The latest versions of Adobe Reader do not support viewing PDF files within Firefox on Mac OS and if you are using a modern (Intel) Mac, there is no official plugin for viewing PDF files within the browser window.