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Negotiating with "Romans"--Part 1
內容大綱
This is an MIT Sloan Management Review article. In a global economy, managers constantly negotiate with people from other cultures, whether the issue is coordinating operations within a multinational firm, arranging a joint venture, or convincing a foreign government to approve construction of a plant. Yet, managers have had to rely on simplistic formulas--following lists of "dos and don'ts"--or very demanding ones--"Do as the Romans do"--to deal with the cultural aspects of these negotiations. But a number of strategies are available. The author presents these strategies according to the parties' level of familiarity with each other's cultures and the extent to which they can explicitly coordinate their strategies. These factors determine the subset of strategies that are realistically feasible for an individual manager.