All cultures engage in the same phases of the negotiation process, but the amount of time that they devote to each phase may differ.

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Different cultures may engage in similar phases of negotiation, such as preparation, discussion, clarification of goals, negotiation towards a win-win outcome, agreement, and implementation of the agreement. However, the emphasis, duration, and importance placed on each phase can vary significantly across cultures, reflecting differences in communication styles, values, and business practices.

All Cultures Engage in the Same Phases of the Negotiation