Archive the hidden challenge of cross-border negotiations - how to negotiate ‘yes' across cultural boundaries. Cultural differences can influence business negotiations in unexpected ways, as many a hapless deal maker has learned but the differences extend well beyond surface. International deal makers have long bowed to local traditions and etiquette but new research suggests they also need to understand something deeper—the subtle yet. About us david lax and james a march 01, 2002 harvard business review article, the hidden challenge of cross-border negotiations, by james k sebenius.
Publication date: march 01, 2002 cultural differences can influence business negotiations in unexpected ways, as many a hapless deal maker has learned.
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