|
|
|
|
|
|
|
Negotiating with "Romans" – Part 2
|
By Stephen E. Weiss
Spring 1994
Reprint 3537
|
Volume 35, Number 3, pages 85-99, 15 pages
Primary Topic: Global Business
Secondary Topic: Human Resources
SummaryChoosing the right strategy for negotiations with someone from another culture is a difficult task for which managers have few established guidelines. Implementing that strategy well can often be even more challenging. Whether you know a little or a lot about your counterpart's culture -- whether you are a novice or experienced negotiator -- you will find useful advice in this article on effectively choosing and implementing a culturally responsive strategy. Part 1, published in the Winter 1994 issue, presented eight culturally responsive strategies in a framework based on their feasibility. |
|
|
Info
on pricing and academic discounts.
|
|
|