Dear Negotiation Coach: Crossing cultures in negotiation

By on

Article Excerpt

Q: Because of the nature of my business, I regularly engage in negotiations across cultures—and the results can be disappointing. After recently losing an important deal in India, I learned that my counterpart felt I was rushing through our talks. I thought I was just being efficient with our time. How can I improve my

You have reached a subscribers-only page for accessing the archive of Negotiation Briefings. A username and password are required. Not yet a subscriber? Wait till you see all that you’ve been missing. Why not start your subscription to Negotiation Briefings right now!

If you’re a Negotiation Briefings subscriber, login to read it now.

IN THIS ISSUE
WHAT’S NEW

Enhance your negotiating ability in one of the Program on Negotiation’s upcoming Executive Education Seminars. Visit www.executive.pon.harvard.edu to find out more about our NEW advanced negotiation “Master Class,” designed specifically for experienced negotiators and alumni of the Program on Negotiation.

Download the Negotiation Special Report, “BATNA Basics: Boost Your Power at the Bargaining Table,” by visiting www.pon.harvard.edu/free-reports

IN FUTURE ISSUES

Negotiating at arm’s length

A Bite out of Apple