ABCD (able, believable, connected, dependable) trust model, 64
Appreciative inquiry model, 103
Arguments’ life cycle, 92
Bargaining zone, 2
BATNA. See Best alternative to a negotiated agreement
BCG matrix. See Boston Consulting Group matrix
Best alternative to a negotiated agreement (BATNA), 2
Boston Consulting Group (BCG) matrix, 91, 92
Collectivism, 31
Communication
distant communication, pitfalls of, 27–28
role of, 20–21
and values, 35–41
verbal vs. nonverbal, 21
Compete/cooperate dilemma, 65
Conflict management, 119–122
Context cultures, 21–23
Counterparts
agenda, 83–85
information gathering, 85–86
meeting site, 86–87
schedule, 87–94
CQ. See Cultural intelligence
Cross-cultural skills, 55
Cultural differences, United States vs. ...
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