Culture And Multinational Negotiations
1. Culture has been referred to as the “silent language
of overseas business.” Discuss how the languages of time, space, things,
friendship, and agreements influence negotiating styles in multinational and
global markets.
2. Within the last decade, the European Union (EU) has
emerged as powerful trading partner and a strong economic competitor for the
United States. Yet, the EU does not represent a single culture. Identify and
discuss some of the dominant cultural characteristics that prevail within the
leading countries that make up the EU. What cross-cultural negotiating
challenges arise as a result of these cultural differences?
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