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Direct linkGroves, Kevin S.; Feyerherm, Ann; Gu, Minhua – Journal of Management Education, 2015
International negotiation failures are often linked to deficiencies in negotiator cross-cultural capabilities, including limited understanding of the cultures engaged in the transaction, an inability to communicate with persons from different cultural backgrounds, and limited behavioral flexibility to adapt to culturally unfamiliar contexts.…
Descriptors: Cultural Awareness, Management Development, Persuasive Discourse, Masters Programs
