In some cases,intercultural negotiations may fail,not because negotiators stay anchored to their own cultural assumptions and styles,but rather because they try to adjust to their counterparty's cultural assumptions about negotiating,also known as __________.

Question

Quizplus · Accepted Answer

Schematic overcompensation occurs when negotiators over-adjust their behavior in an attempt to accommodate the perceived cultural norms and expectations of their counterparts, leading to potential misunderstandings and failures in negotiation.

In Some Cases,intercultural Negotiations May Fail,not Because Negotiators Stay Anchored