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Negotiating Across Cultures

Negotiating Across Cultures

Understand some of the hidden traps that can appear when negotiating cross-culturally, and how knowing what they are can help you produce better results.


By now, you’ve built a solid foundation in the principles of negotiation. In most situations, those principles will serve you well. However, when you’re negotiating across cultures, you may need to adapt your approach. This is because:

·       expectations, behaviors, and communication styles vary significantly across cultures. As inter-cultural communication expert Erin Meyer points out, what gets you to yes when negotiating with people from one culture may...