International Dimensions of Organizational Behavior 5th Edition by Nancy Adler ,Allison Gundersen

تمرين 19

Stages of a Negotiation. Review the four stages of negotiation. Analyze your own negotiating style. Which stages do you emphasize more and which less? In what ways could your natural style of negotiating-the style that you use at home with businesspeople from your own culture-cause problems when negotiating abroad?