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  • September 2009
  • Article
  • Negotiation

Hidden Roadblocks in Cross-Border Talks

By: James K. Sebenius
  • Format:Print
  • | Pages:1
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Abstract

While most analysts and dealmakers are aware of "cultural" differences in negotiations that cross national borders--different protocol and process expectations, differences in the role of the individual versus the group, differences in attitudes toward risk and time, etc.--they often overlook a key factor that can systematically vary across cultures that can carry profound implications for choice of negotiating approach. Specifically, failure to take into account different traditions in governance and decision making can doom an otherwise sophisticated set of strategies and tactics.

Keywords

Cross-cultural And Cross-border Issues; Negotiation Tactics; Risk Management; Time Management; Strategy; Governance; Performance Expectations; Attitudes; Culture; Decision Making

Citation

Sebenius, James K. "Hidden Roadblocks in Cross-Border Talks." Negotiation 12, no. 9 (September 2009): 8.
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About The Author

James K. Sebenius

Negotiation, Organizations & Markets
→More Publications

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More from the Author
  • Great Negotiators: Learning from Critical Moments By: James K. Sebenius
  • Dealmaking Disrupted: The Unexplored Power of Social Media in Negotiation By: James K. Sebenius, Ben Cook, David A. Lax, Isaac Silberberg and Paul Levy
  • Politics and Peace? Evangelicals and U.S.-Israeli-Palestinian Prospects By: Maya Zinshstein, Abraham Troen, Gregory Khalil and James K. Sebenius
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