Cross-cultural negotiations
Cross-cultural negotiations: Avoiding the pitfalls
Twitter It!When entering into negotiations, we should always take into account cultural factors such as the educational or religious background of the person sitting across the table, but, says INSEAD professor Horacio Falcao, many people both underestimate and overestimate the cross-cultural aspects.
That’s something of a paradox, says Falcao, Affiliate Professor of Decision Sciences. In terms [...]
