Culture And Multinational Negotiations
Provide rationale and examples to support your answers.
1. Culture has been referred to as the "silent language of overseas business." Discuss how the languages of time, space, things, friendship, and agreements influence negotiating styles in multinational and global markets.
2. Within the last decade, the European Union (EU) has emerged as powerful trading partner and a strong economic competitor for the United States. Yet, the EU does not represent a single culture. Identify and discuss some of the dominant cultural characteristics that prevail within the leading countries that make up the EU. What cross-cultural negotiating challenges arise as a result of these cultural differences?