E&M
2020/2
Contents
Editorial
Dossier. The Scenario
Dossier. The Information Industry
Dossier. The Media Diet
Visual Readings
Focus. Marketing Made in Italy Products
What It Means to Talk about Made in Italy
Cultural Specificity and Quality of Production
Digital transformation
Financial Systems
People Management
Public Services
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.
è Associate Professor of Practice di Leadership, Organizzazione e Risorse Umane presso SDA Bocconi School of Management e il Direttore di BUILT dell’Università Bocconi e del Learning Lab di SDA Bocconi, due centri dedicati all’innovazione dell’apprendimento.
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