When negotiating via email,negotiators from individualistic cultures are more likely to make more extreme or aggressive opening offers than negotiators from collectivistic cultures.

Question

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Individualistic cultures prioritize personal achievement and success, and therefore may be more likely to make extreme or aggressive opening offers in negotiations, even in written communication such as email. Collectivistic cultures, on the other hand, prioritize group harmony and maintain relationships, and may be more likely to take a cooperative and collaborative approach to negotiations, even in written communication.

When Negotiating Via Email,negotiators from Individualistic Cultures Are More Likely