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Cultural differences significantly impact negotiation styles. The document discusses differences between French, Chinese, Japanese, and American negotiators. The French like conflict and take time negotiating, while the Chinese believe negotiations are never finished. Compared to Americans, the Japanese communicate indirectly and adapt to situations. Two studies further compared negotiation tactics across cultures. North Americans rely on facts and logic while Arabs appeal to emotion. Brazilians say "no" mo

Author

RUJO PAUL

Language

EN