Because they sang. More seriously, they understood the first stage of negotiation can include a broad range of activities aimed at establishing a relationship.
Many companies prepare their managers for international negotiations by providing training programs.
They emphasize the managerial interest in understanding cultural dimensions influencing negotiations. But the explosion of multinational negotiations brought on by globalization complicates simple solutions. For example, a typical sales tactic is to insure that the right person is contacted. But where decisions are made in companies from other cultures is difficult to determine. Andy Grove, Chairman of Intel, wrote that his office cubicle is as accessible as any other Intel's managers'.