In the context of international business negotiations, collectivistic, high-context cultures do not consider personalities and substance as separate issues.

Question

Quizplus · Accepted Answer

Every negotiator has two kinds of interests: in the substance and in the relationship. This advice is probably worthwhile in the United States or perhaps in Germany, but in most places in the world, such advice is nonsense. In most places in the world, particularly in collectivistic, high-context cultures, personalities and substance are not separate issues and cannot be made so.

In the Context of International Business Negotiations, Collectivistic, High-Context Cultures