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    Culture And Multinational Negotiations

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    Provide rationale and examples to support your answers.
    1. Culture has been referred to as the "silent language of overseas business." Discuss how the languages of time, space, things, friendship, and agreements influence negotiating styles in multinational and global markets.

    2. Within the last decade, the European Union (EU) has emerged as powerful trading partner and a strong economic competitor for the United States. Yet, the EU does not represent a single culture. Identify and discuss some of the dominant cultural characteristics that prevail within the leading countries that make up the EU. What cross-cultural negotiating challenges arise as a result of these cultural differences?

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    Solution Preview

    Time can influence negotiating styles in multinational and global markets, largely due to the fact that if the leaders of countries have been negotiating with one another for extended lengths of time, then the negotiating style between these individuals would be less aggressive and more cooperative. In addition, the negotiations styles that are utilized within multinational and global markets would be more strategic and aggressive when these negotiations and interactions between different nations, have only been carried out for short periods of time. An example of this is the cordial economic negotiations that take place ...

    Solution Summary

    This solution describes cultural influence on multinational negotiations.

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