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| Author: | Sebenius, J. K. |
| Title: | Caveats for cross-border negotiators |
| Journal: | Negotiation Journal
2002 : APR, VOL. 18:2, p. 121-133 |
| Index terms: | Culture Organizational culture Linguistics Arts |
| Language: | eng |
| Abstract: | Scholars and practitioners have detailed a number of ways that differences in national culture can affect bargaining behaviour from surface etiquette and protocol to deeper cultural characteristics and to systematic variations in decision making and governance. Such cross-national analysis can be quite useful but is prone to at least four hazardous fallacies described in this article and illustrated, in some cases, by probabilistic reasoning. |
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