Dossier. The Scenario
Dossier. The Information Industry
Dossier. The Media Diet
Focus. Marketing Made in Italy Products
Negotiation: How Important is Cultural Background?
Cultural differences have a profound impact on the conduct and outcome of transactions, agreements, and collaborations. For this reason, during a negotiation between persons of different nationalities, it is essential to take such differences into consideration. To manage an intercultural negotiation, it is fundamental to be adequately prepared regarding the counterparty and the specifics of their negotiating style. Only this way will it be possible to fully understand the goals and tactics of one’s interlocutors, while at the same time avoiding conduct that could be perceived as inadequate and offensive.