Cross-Cultural Communication


Managing Cross-Cultural Negotiations



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Cross-Cultural Communication and Negotiation

Managing Cross-Cultural Negotiations

  • Negotiation: The process of bargaining with one or more parties to arrive at a solution that is acceptable to all
  • Get to know the people on the other side
  • “Feeling out” period is characterized by the desire to identify those who are reasonable and those who are not
  • Planning
  • Impersonal Relationship Building

Managing Cross-Cultural Negotiations

  • Negotiation: The process of bargaining with one or more parties to arrive at a solution that is acceptable to all
  • Each group sets forth its position on the critical issues
  • These positions often change later in the negotiations
  • Participants try to find out what the other party wants to attain and what it is willing to give up
  • Planning
  • Impersonal Relationship Building
  • Exchanging Task-Related Information

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