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Discuss this view in writing in the light of what you read in this chapter and outside sources.

Negotiation Traps


Businesspeople often have difficulty reaching agreement on the terms of contracts, proposals, and anything that involves bargaining. They have even more difficulty when the negotiators are from different cultures.


Discuss the causes and implications of the following common mistakes made by North Americans in their negotiations with international business partners:


Assuming that a final agreement is set in stone.

Lacking patience and insisting that matters progress more quickly than the pace preferred by the locals.

Thinking that an interpreter is always completely accurate.

Believing that individuals who speak English understand every nuance of your meaning

Ignoring or misunderstanding the significance of rank.

Discuss this view in writing in the light of what you read in this chapter and outside sources. Your well-written paper must adhere to the following parameters:


3 pages in length, not including the title and reference pages.

2-3 references cited in the assignment. Remember, you must support your thinking/opinions and prior knowledge with references; all facts must be supported; in-text references used throughout the assignment must be included in an APA-formatted reference list.

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