Publications
Publications
- September 2009
- Negotiation
Hidden Roadblocks in Cross-Border Talks
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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