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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
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    • January–February 2023
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More from the Author
  • Russia and Ukraine Are Not Ready for Talks: But They Might Get There If Ukraine Keeps Winning By: James K. Sebenius and Michael Singh
  • Steve Schwarzman on Dealmaking II: When They Hold All the Cards (B) By: James K. Sebenius and Alex Green
  • Steve Schwarzman on Dealmaking II: When They Hold All the Cards (A) By: James K. Sebenius and Alex Green
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