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Cross-Cultural Management by Veronica Velo

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CHAPTER 7

Cross-Cultural Negotiations

In this chapter different negotiation techniques will be explored, as well as ways in which they are used cross-culturally and how these would contribute to the success of an international business.

Assuming that local assumptions, values, expectations, techniques, objectives, and processes are global is wrong, and traveling to do business thinking international partners always operate as locals do is just a one-way ticket to a wrong deal, or worse, to an unaccomplished one.

This chapter helps understand different negotiation techniques, link them to the frameworks for cultural analysis, and develop tools and attitudes towards better business opportunities.

Contextualizing Background Information

The process ...

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