Mind and Heart of the Negotiator, Second Edition, The

An Approach to Learning About Cultures

We need to make one thing perfectly clear up front: This chapter does not provide a list of how to negotiate with people of different cultures. Thus, we do not offer different advice on a country-by-country basis. We do not do this for two reasons. First, it would be contrary to the book's focus, which is to provide generalizable negotiation skills that work across contexts. In addition, we do not want to promote cultural stereotypes. By making a generic list of characteristics for cultures, we magnify the stereotypes, which is neither practical nor informative. Most people prefer to be considered as unique individuals, yet we are often too quick to lump people from different countries together as being ...