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Adopting a Dual Lens Approach for Examining the Dilemma of Differences in International Business Negotiations

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image of International Negotiation

International business negotiations are characterized by two levels of differences beyond those found in domestic business negotiations: individual level differences (in negotiator priorities, preferences, perspectives, and scripts) and societal level differences (in national endowments, preferences (tastes), legal, economic and political systems, and government involvement). These differences, which may be viewed by adopting a dual lens approach, include both micro/individual and macro/environment level differences. Moreover, these differences are both beneficial and costly to international negotiations, hence resulting in a dilemma of differences. This article examines both sides of the dilemma and concludes by offering negotiators advice on how to manage the differences inherent to international business exchange.

Affiliations: 1: School of Business, Georgetown University, Washington, DC 20057, USA; 2: 7013 Beechwood Drive, Chevy Chase, MD 20815, USA; 3: School of Economics and International Trade, Dongguk University, 26 3 GA Pil-dong Jung-Ku, Seoul, South Korea


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