Cultural considerations when "setting" the negotiation table

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Four major considerations involving cultural issues and pre-negotiation were discussed at this session. They are: how language serves as a method for accessing culture; how and by whom interventions might take place; social identity and the sources of distinctions among people; and methodological challenges posed by cross-cultural issues. The essay concludes with a series of questions for future researchers which emerged from the discussion at the session.




D’Amico, L. C., & Rubinstein, R. A. (1999). Cultural considerations when “setting” the negotiation table. Negotiation Journal, 15(4), 389.

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