The secret to cross-cultural negotiations: Follow these basic rules. (Record no. 529694)
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| fixed length control field | 01345nam a22001337a 4500 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION | |
| fixed length control field | 250506b ||||| |||| 00| 0 eng d |
| 100 ## - MAIN ENTRY--PERSONAL NAME | |
| Personal name | Falcão, Horacio and Wiegelmann, Thomas |
| 245 ## - TITLE STATEMENT | |
| Title | The secret to cross-cultural negotiations: Follow these basic rules. |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. (IMPRINT) | |
| Place of publication, distribution, etc | Hayward Business Review |
| 300 ## - PHYSICAL DESCRIPTION | |
| Extent | 103(2), Mar-Apr, 2025: p.82-91 |
| 520 ## - SUMMARY, ETC. | |
| Summary, etc | Companies increasingly seek growth in international markets. But cutting deals across borders is difficult owing to differences in expectations and norms. And too often, the parties rely on conventional wisdom and cultural stereotypes to guide their behavior. To reach good outcomes, respect four basic rules: Focus on the individual, not the culture; determine what your counterpart’s intentions are; create shared norms for the negotiation; and leverage differences in preferences between parties to generate value for both sides. Successful cross-cultural negotiations require clear communication, trust-building, and flexibility throughout the process while avoiding power-based tactics. By following these guidelines, negotiators can navigate cultural complexities and build stable, lasting, and mutually beneficial agreements.- Reproduced https://hbr.org/2025/03/the-secret-to-cross-cultural-negotiations |
| 773 ## - HOST ITEM ENTRY | |
| Main entry heading | Hayward Business Review |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) | |
| Item type | Articles |
| Withdrawn status | Lost status | Source of classification or shelving scheme | Damaged status | Not for loan | Permanent location | Current location | Date acquired | Serial Enumeration / chronology | Barcode | Date last seen | Koha item type |
|---|---|---|---|---|---|---|---|---|---|---|---|
| Indian Institute of Public Administration | Indian Institute of Public Administration | 2025-05-06 | 103(2), Mar-Apr, 2025: p.82-91 | AR135597 | 2025-05-06 | Articles |