Ample literature is available on many countries and each student should interview an executive from the chosen country. The interview will help verify and amplify the lessons from the literature. Give some examples. Cultural stereotypes are quite common the aggressive American, the quite Japanese, the pushy Brazilian. Often there is some truth to them, but quite often they are incorrect.
Culture does have a pervasive impact on negotiation behavior, but so do personality and experience.
People must be treated as individuals, but understanding their culture can help you understand them. The Japanese explained the failure of the negotiation by explaining that since Americans don t pad prices much, my first offer left me little room to negotiate. His American partner explained that Asians always pad their prices and he was surprised when his Japanese counterpart wouldn t make concessions. 3.List three ways that culture influences negotiation behavior. Actually this list is infinitely long.