In the present era of globalization, sitting at the negotiation table with suppliers from other nations and cultures is becoming almost routine for many U.S. purchasing professionals. In response to this trend, purchasing professionals must modify their negotiation models to include macro and global considerations. Otherwise, they may suffer from unexpected barriers stemming from differences in culture, business custom, language, preference, and legal and ethical considerations. These barriers may include unnecessary stalemates in reaching an agreement, unwanted requirements and terms resulting from misunderstanding, or a hostile atmosphere detrimental to the achievement of better agreements.
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