This paper aims to review the latest management developments across the globe and pinpoint practical implications from cutting-edge research and case studies.
This briefing is prepared by an independent writer who adds their own impartial comments and places the articles in context.
Negotiating interculturally can be complex and difficult, but importantly, it can allow large amounts of value to be lost in a deal. Understanding cultural differences can help mitigate these losses by utilizing the most suitable negotiation strategy depending on the parties involved. Brett (2017) has identified key methods to navigate negotiation strategy based upon cultural differences. While it can often be the case that those involved see negotiations as a practice that requires winning and losing, the most efficient and value-protecting strategy needs concession, understanding, and trust. A combative or defensive approach can be attractive to negotiators, but following this path leads to loss for both parties. As such, multi-issue offers (MIOs) are presented as the best strategy in order to maximize value.
The paper provides strategic insights and practical thinking that have influenced some of the world’s leading organizations.
The briefing saves busy executives and researchers hours of reading time by selecting only the very best, most pertinent information and presenting it in a condensed and easy-to-digest format.
