International Management 9th Edition by Helen Deresky

Exercise 23

Discuss the stages in the negotiation process and how culturallybased value systems influence these stages. Specifically, address the following:
• Explain the role and relative importance of relationship-building in different countries.
• Discuss the various styles and tactics that can be involved in exchanging task-related information.
• Describe differences in culturally-based styles of persuasion.
• Discuss the kinds of concession strategies a negotiator might anticipate in various countries.