Strategies for winning in Latin America are different than in North America. I am concerned about the ethical issues involved in cross cultural negotiation. Often, we do not share common assumptions. The Indians did not have a glimpse of the idea of private property. Those who have examined Japanese and Chinese negotiation styles say that for them negotiation is the beginning of business, the start of a relationship, and not the end of a transaction as it usually is in the West.
Westerners can do business with strangers.
Successful business can lead to a relationship. Third party facilitation. Examine stress in the same way that you examine all organizational behavior. Stress comes out of the person-situation interaction. The situation is defined by opportunities, threats, rewards, and punishments.