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How to Become a Better Negotiator, Second Edition by James G. Patterson, Richard A. Luecke

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Negotiating Internationally

If you are an American reader, you should understand that the negotiating skills and techniques used successfully at home may not work as well abroad. That’s important in an era of growing global travel and business. This section will provide you with a few tips on how to be more successful when dealing across national borders.

One of the keys to successful international negotiating is an awareness of how people from other cultures perceive you. The minute you walk into a room full of people from another culture, you are stereotyped. Whether the stereotype is right or wrong is beside the point. It happens, and you have to be aware of it because other people’s perception of you affects negotiations; so does your perception ...

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