Negotiator characteristics such as gender, race, or age, may work for against the exporter of certain cultures.

Question

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Negotiator characteristics can have a significant impact on negotiations and may work for or against the exporter depending on the cultural norms of the counterpart. For example, in some cultures, age and seniority are highly valued, so an older negotiator may have an advantage over a younger one. Similarly, in some cultures, gender plays a significant role, with women negotiators potentially facing more obstacles in male-dominated industries or cultures. Likewise, race and ethnicity can also influence negotiations, especially in multi-cultural contexts where different cultures have varying expectations, norms, and values.

Negotiator Characteristics Such as Gender, Race, or Age, May Work