Publications
Publications
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(34)
- Faculty Publications (3)
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- 2009
- Working Paper
Assess, Don't Assume, Part I: Etiquette and National Culture in Negotiation
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
- 2009
- Working Paper
Assess, Don't Assume, Part II: Negotiating Implications of Cross-Border Differences in Decision Making, Governance, and Political Economy
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
- 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