Cultures that emphasize relationships may negotiate differently from cultures that emphasize results.

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Cultures that emphasize relationships, such as those found in many Asian countries, may place greater importance on building trust and establishing a rapport with the other party before proceeding with negotiations. In contrast, cultures that prioritize results, such as those found in North America, may focus more on achieving specific outcomes and may be willing to adopt more aggressive tactics to achieve them. These differences can impact negotiation styles and approaches.

Cultures That Emphasize Relationships May Negotiate Differently from Cultures That