A World of Difference: How Culture Affects Negotiating Style

By — on / Business Negotiations

Tufts Magazine, Tufts University: Negotiating Life

Jeswald W. Salacuse (Henry J. Baker Professor of Law; former Dean, Fletcher School of Law and Diplomacy, Tufts University; author of The Global Negotiator and Seven Secrets for Negotiating with Government

Negotiation may be a universal tool, but culture affects how people around the world wield it. In this article, professor Jeswald Salacuse distills the survey results of 310 negotiators with 12 different nationalities and presents the ten key elements of negotiation influenced by cultural characteristics.

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