French business negotiators use the lowest percentage of self-disclosure, yet they also use, by far, the highest percentages of promises and recommendations.

Question

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The behaviors of Israeli negotiators are distinctive in three respects. They use the lowest percentage of self-disclosures, apparently holding their cards relatively closely. Yet they also use, by far, the highest percentages of promises and recommendations. They are also at the end of the scale for the percentage of normative appeals at 5 percent, with the most frequent references being to competitors' offers.

French Business Negotiators Use the Lowest Percentage of Self-Disclosure, Yet