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The Negotiation process and the impact of culture

This solution provides the student with an understanding of the negotiation process and investigates the effects that culturally based value systems have on the various stages of the negotiation process.

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Negotiations generally go through a series of stages: each group decides on its position; determines its alternatives spokesperson(s), and its agenda. Once together with the other party, they share their positions, consider options, exchange concessions, perhaps reach an accord, and implement it.

Resolution can only be achieved if the parties are willing to negotiation. In order for the conditions to be properly set for ...

Solution Summary

This solution provides the student with an understanding of the negotiation process and investigates the effects that culturally based value systems have on the various stages of the negotiation process.

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