In a global economy, managers are constantly negotiating with people from other cultures, whether Coordination within multinational firms, joint ventures, or to convince foreign governments to approve the construction of the plant. However, managers had to rely on simplified formulas - after lists of "pros and cons" - or very demanding - "Do as the Romans do" - to deal with the cultural aspects of the negotiations. But a number of strategies that are available. Author presents these strategies depending on the level of the parties know each other cultures and the extent to which they can explicitly coordinate their strategies. These factors determine a set of strategies that really possible for a single manager. "Hide
by Stephen Weiss Source: MIT Sloan Management Review 13 pages. Publication Date: December 1, 1994. Prod. #: SMR009-PDF-ENG
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