International Dimensions of Organizational Behavior 5th Edition by Nancy Adler ,Allison Gundersen

Exercise 5

Cultural Self-Awareness. When negotiators from another culture hear that someone is coming to negotiate with them from your country, what do they expect? What is the stereotype-the most commonly expected behavior-of negotiators from your country? How could you use that stereotype to your advantage? In what ways could the stereotype of negotiators from your culture disadvantage you? In what ways could you overcome the disadvantages associated with the stereotype of negotiators from your culture?