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14 Cross-cultural Factors

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Chapter Summary

This chapter focuses on a subject that has an important impact on the conduct of negotiations, and leads on to a broader theme: differences in negotiation behaviour resulting from different cultural mores. It makes a modest contribution to this welcome development, by laying additional stress on the often absolutely decisive importance of cultural factors for the advanced negotiator. A simple example of how greatly the unwritten rules of different cultural settings can vary, is the way people speak during negotiations. The chapter presents an impressive comparison between typical negotiators from the USA, Japan and Brazil. It illustrates the cross-cultural differences in non-verbal negotiating behaviours between Japanese, Americans, and Brazilians.

Keywords: Brazil; cross-cultural relations; Japan; negotiation; USA



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