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Negotiations & Undesirable Tactics in International Dealings

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Sometimes undesirable tactics for persuasion are used in international negotiations. What are some of these tactics?

Text Book:
Deresky, H. (2011). International management: Managing across borders and cultures (7th ed.). Upper Saddle River, NJ: Prentice Hall

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Solution Summary

This solution describes undesirable tactics used in persuasion in international negotiations.

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Some undesirable tactics for persuasion that are used in international negotiations are deliberate deception and stalling. In deliberate deception, one of the negotiators is not telling the truth about the status or issues in the negotiation. Stalling occurs when one of the negotiators continues to put off resolution in hopes of wearing down the other side. Another undesirable tactic is to continue to switch the players ...

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