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We've been writing about cross-cultural negotiating for some time. Here is a interview that Chris recently participated in with Golden Gate University. (He has been an adjunct International Business professor at Golden Gate since 2005.) It sums up the key elements of negotiating with someone of another culture. Be sure to download our cross-cultural negotiating tips as well.
The IBA provides corporate training workshops on cross-cultural negotiating. The workshops cover not only cross-cultural negotiating but also practical skills, like working with interpreters and supervising global teams. Contact us for details.