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Mind and Heart of the Negotiator, Second Edition, The by Leigh L. Thompson

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Advice for Cross-Cultural Negotiations

Brett (in press) has researched and proposed several strategies that can improve cross-cultural effectiveness. These include the following.

Anticipate Differences in Strategy and Tactics that May Cause Misunderstandings

Negotiators from different cultures differ in terms of three major dimensions that affect their negotiation behavior and style: individualism-collectivism, hierarchy-egalitarianism, and direct-indirect communications. The negotiator who is able to anticipate differences in terms of these three dimensions is going to be at a pie-expanding and pie-slicing advantage in intercultural negotiations. Further, when encountering differences, the negotiator who is aware of cultural differences will ...

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