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  • 2009
  • Working Paper

Assess, Don't Assume, Part I: Etiquette and National Culture in Negotiation

By: James K. Sebenius
When facing a cross-border negotiation, the standard preparatory assessments -- of the parties, their interests, their no-deal options, opportunities for and barriers to creating and claiming value, the most promising sequence and process design, etc. -- should be... View Details
Keywords: Cross-Cultural and Cross-Border Issues; Negotiation Process; Societal Protocols; Competitive Advantage; Cooperation
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  • 2008
  • Working Paper

Etiquette and Process Puzzles of Negotiating Business in China: A Questionnaire

By: James K. Sebenius and Cheng (Jason) Qian
Cultural differences can affect negotiations in many ways, from influencing the basic motivations and perceptions of the players to guiding the surface aspects, such as etiquette, protocol, and process, of business interactions. Navigating the challenges of these... View Details
Keywords: Decision Making; Cross-Cultural and Cross-Border Issues; Governance; Questionnaires; Negotiation Process; Behavior; China
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  • 12 Jan 2010
  • First Look

First Look: Jan. 12

http://www.hbs.edu/research/pdf/10-027.pdf Assess, Don't Assume, Part I: Etiquette and National Culture in Negotiation Author:James K. Sebenius Abstract When facing a cross-border negotiation, the standard preparatory assessments—of the... View Details
Keywords: Martha Lagace
  • 2009
  • Working Paper

Assess, Don't Assume, Part II: Negotiating Implications of Cross-Border Differences in Decision Making, Governance, and Political Economy

By: James K. Sebenius

When facing a cross-border negotiation, the standard preparatory assessments—of the parties, their interests, their no-deal options, opportunities for and barriers to creating and claiming value, the most promising sequence and process design, etc.—should be... View Details

Keywords: Decision Making; Cross-Cultural and Cross-Border Issues; Corporate Governance; Negotiation Process; Organizational Culture; Business and Government Relations
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  • 12 May 2020
  • Research & Ideas

It’s Time To Relaunch Your Remote Team

connection, or feel self-conscious about when and how to offer input during the discussion. What’s more, “Zoom fatigue” is real, and teams can combat it by relying on email or other media when real-time communication isn’t necessary. The group should also discuss new... View Details
Keywords: by Tsedal Neeley
  • 23 Jul 2007
  • Research & Ideas

HBS Cases: How Wikipedia Works (or Doesn’t)

from article evaluation standards to the etiquette surrounding debate. "When I got involved in this Article-for-Deletion process, they kept citing chapter and verse the policies and guidelines to me," McAfee says. "It really showed me how... View Details
Keywords: by Sean Silverthorne; Publishing
  • 02 Jan 2001
  • Research & Ideas

Gurus in the Garage

can call busy, successful people whom I don't know personally and have them return my calls—I think is a recognition that it's not just me, that it is just the etiquette of the game." One doesn't become a guild member without... View Details
Keywords: by Dorothy Leonard & Walter Swap
  • 09 Jun 2014
  • Research & Ideas

The Manager in Red Sneakers

independently and create his or her own rules. People exert great effort to follow expected dress codes and etiquette in both professional and nonprofessional settings, with the belief that conforming to these written and unwritten rules... View Details
Keywords: by Dina Gerdeman; Consumer Products; Apparel & Accessories; Fashion
  • 13 Jan 2009
  • First Look

First Look: January 13, 2009

Chinese negotiating style and bring about mutually beneficial results is to better understand the key elements of Chinese culture to which Chinese negotiators attune their business mentality and manners. Download the paper: http://www.hbs.edu/research/pdf/09-076.pdf... View Details
Keywords: Martha Lagace

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