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The Intelligent International Negotiator by Eliane Karsaklian

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Chapter 3

International Negotiating Styles

International negotiation is about strategies, tactics, cultures, and styles. While it isn’t true that each country has a specific negotiation style, there are some common aspects to the way people from the same country negotiate. Negotiation is a process composed of several steps and requires a lot of time to prepare before you arrive at the negotiating table. In this chapter, you will learn about the features of an international negotiation by walking through the whole process in integrating the cultural aspects.

The Negotiation Process

The most famous authors in the field of negotiation state that negotiation is a fact of life (Fisher and Ury 2011). It is a basic means of getting what you want from ...

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