Chapter 11
Copyright  2014 Pearson Education, Inc.
Understand the elements of cross-cultural negotiationConsider stereotypes that affect intercultural negotiationsTake into consideration comparative negotiation stylesIdentify characteristics of effective negotiatorsUnderstand the importance of protocol in intercultural negotiationsUnderstand how group and individual orientation, face-to-face strategies, and the media affect negotiationsUnderstand how personal constructs affect negotiations
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