Lynn Imai's research examines the abilities that managers need to negotiate effectively across cultures
It’s long been known that people from different parts of the world negotiate differently. American negotiators, for example, tend to be direct in asking for what they want. Japanese, on the other hand, are much more indirect. It’s not surprising that negotiators from different cultures, despite best intentions, often misinterpret cues and assume ulterior motives.
Reprint from Ivey Business Journal
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