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Abstract

Extract:
There are many ‘culture sceptics’ out there who think that acquiring cultural literacy in a cross-cultural negotiation is irrelevant, redundant and a pure waste of time. They cannot be blamed. After all, every negotiator is aware that the bottom line counts in a negotiation, particularly in a commercial negotiation. The common driving force in such a negotiation is profit, and profit does not discriminate on the basis of race, religion or gender. The thinking then, comes down to this — if a negotiator is profit-driven, then that negotiator cannot be seen to be playing another game with a different set of rules.

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