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Negotiating Across Cultures (Portuguese Version, Brazil)

Reference: NEGN-3-PB
Number of pages: 6
Publication Date: Jun 12, 2017
Source: IESE (España)
Type of Document: Technical Note

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Description

This technical note talks about the nuances of negotiating in a multicultural setting. The note describes the reasons for cultural differences in negotiations. It draws heavily on Jeanne M. Brett's seminal work Negotiating Globally, which in turn draws on research done mainly in cultural psychology.

Keywords

Cross Cultural Management culture Negotiation