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- W2500157260 endingPage "232" @default.
- W2500157260 startingPage "205" @default.
- W2500157260 abstract "This chapter will review how culture impacts upon negotiations and how these negotiations might be managed. It will include discussion of how to develop a cultural awareness to help prepare for a negotiation cultural differences in approach to negotiation, influenced by individualism and collectivism, forms of communication, decision making and perspectives on time an agreement-focused perspective how to manage a cross-cultural negotiation, issue strategy and process dimensions, including negotiation scripts cross-cultural differences in managing the tasks of negotiation becoming an effective cross-cultural negotiator. On a business trip to Manila the author's first meeting there was to be hosted at a restaurant. Establishing business relationships in the social environment of a restaurant is what one expects there: it is a recognised characteristic of doing business in Asia. Another occasion, when he went overseas to discuss a possible joint venture, was also hosted at a restaurant, not in Asia this time, but in New Zealand. What then of the Asian characteristic of doing business in a social environment? How Asian is it? A senior executive from an Australian engineering company was on time for his morning appointment in Lagos with the CEO of a Nigerian company interested in a joint mining venture. He was kept waiting all day in the reception area without even being offered a coffee. Because Africans supposedly have a different notion of time, the advice is to ‘Be punctual, even though you may be kept waiting’ (Acuff 2008, p. 289)." @default.
- W2500157260 created "2016-08-23" @default.
- W2500157260 creator A5087251260 @default.
- W2500157260 date "2012-06-19" @default.
- W2500157260 modified "2023-09-26" @default.
- W2500157260 title "Cross-cultural negotiations: much the same but different" @default.
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