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Cross-cultural negotiations: Avoiding the pitfalls

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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.

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en

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text/html

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http://knowledge.insead.edu/CrossCulturalNegotiations080408.cfm?vid=39

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Copyright INSEAD. All rights reserved