Negotiate Like a Local

Intercultural experts Jean-Pierre Coene and Marc Jacobs advise you that if you are selling or negotiating in other nations you first need to identify the differences between your cultural biases and the other party’s. This is difficult, since most people don’t even understand their own cultural perspectives. The authors list seven clusters of societies with shared mind-sets. Their fascinating, detailed approach offers examples and theory in a clear, useful framework. But, as they caution, your interpretation is likely to derive from “your own cultural perspective.”

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