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Managers must also understand their own styles and then determine how their style differs from the standards in other countries. Profiling a negotiator(s) who has been successful in the region about to be entered for discussion will provide an opportunity to add the finishing touches to the manager’s preparation. Failure to conduct full and proper preparation may result in wasted time and energy. Even if technical data has been extensively researched, negotiations may still be lost due to cross cultural misunderstandings. Second, is the process of relationship building. In many countries this is an important first step in negotiations...
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