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The World Isn't Flat for Negotiators: Differences Do Matter

Author(s):

John M. McKeller, DBA, C.P.M.

95th Annual International Conference Proceedings - 2010 - San Diego, CA
Abstract

In today's globalized business environment we are frequently told that the "world is flat." However, skilled negotiators realize that an unreasonable belief in cross-border commonality can result in less-than-satisfactory agreements. Recent turmoil in global financial markets, international trade, and the domestic U.S. economy has elevated the importance of creating successful cross-cultural agreements. This interactive session will involve the participants in an exploration of the critical "4 Cs" to be addressed when negotiating internationally.

The World Isn't Flat for Negotiators: Differences Do Matter — 202 KB (PDF)