Unlocking cross-cultural differences in negotiation

Whether you and your negotiating partners are from “tight” or “loose” cultures can dramatically affect how your talks unfold. An understanding of this age-old cultural template can help you reach agreements that last.

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Article Excerpt

Hollywood film executives are known for being savvy negotiators, but they seem to have met their match over the past year as they struggle to renegotiate terms for showing American films in China.

Back in 2012, Xi Jinping, then China’s vice president, and then–U.S. vice president Joe Biden negotiated a deal governing the distribution of American

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