BUS 210 Leadership in Business
Research shows that deal-making across cultures tends to lead to worse outcomes as compared with negotiations conducted within the same culture. The reason is primarily that cultures are characterized by different behaviors, communication styles, and norms.
As a result, when negotiating across cultures, sides bring different perspectives to the bargaining table, which in turn may result in potential misunderstandings. Misunderstandings can lead to a lower likelihood of exploring and discovering integrative, or value-creating, solutions. Comment on the topic and present examples.
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