Asked by Iqbal Qayum on Jul 04, 2024
Verified
What did researchers Adler,Brahm and Graham find about the differences in negotiation strategies and tactics in the cultures of the Chinese and Americans?
Negotiation Strategies
Methods or plans of action designed to achieve a specific goal or outcome in a negotiation process.
Cultures
The characteristics, knowledge, beliefs, norms, and practices shared by a group of people or society.
- Recognize the influence of culture on negotiation styles and outcomes.
Verified Answer
ZK
Zybrea KnightJul 06, 2024
Final Answer :
They found that Chinese and American negotiators used similar negotiation strategies when they negotiated,their communication patterns were quite different-the Chinese asked more questions,said no less frequently,and interrupted each other more frequently than did American negotiators.
Learning Objectives
- Recognize the influence of culture on negotiation styles and outcomes.
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