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Learn the Art of Logic and Persuasion (Collection) by Leigh Thompson, Jonathan Herring

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Truth 43. Negotiating with different demographic cultures

Cultural differences can dramatically affect negotiations. For example, when people from the United States and people from China were shown a picture of a group of swimming goldfish and asked to make a one-sentence summation of what was going on, the stories the people from the two cultures told were diametrically different.37 Americans told stories of leadership and taking the helm. Stories about CEOs and their direct reports were not uncommon. People from China told stories about community members attempting to catch and protect a teammate and stories about the importance of working in the community.

The U.S. stories were about leadership and individual effort. The Chinese stories were ...

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