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C U L T U R E D R A M A. International Negotiating. Japanese. Latin America. Personalizing a professional relationship Non-legal approach Flexible, evolving implementation (“flex friendship”). Don’t push for compromise Long meals Flexible, evolving implementation Simpatico. Russians.

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C u l t u r e d r a m a

CULTUREDRAMA





Personalizing a professional relationship

Non-legal approach

Flexible, evolving implementation (“flex friendship”)


Don t push for compromise long meals flexible evolving implementation simpatico

Don’t push for compromise

Long meals

Flexible, evolving implementation

Simpatico





Last minute sandbagging attacking informal inconsistencies invisible benchmarking you

Last minute sandbagging

Attacking informal inconsistencies

Invisible benchmarking you



Exaggerated rhetoric & buddy-buddy

Gifts & sucking up

Putting you on the spot one-on-one in awkward situations

Conservative entertaining



Technicians first

Direct, exact, serious

Be/do what you say

Accuracy > feelings

Privacy of people & corporate info



Face matters dealt with behind the scenes

Aggressive, forthright Koreans

No public negativity or doubt

Status groupings

No social embarrassment



Humor informality hyped salesmanship delegation disunity legalistic impersonal short term

Humor & informality

Hyped salesmanship

Delegation disunity

Legalistic

Impersonal

Short-term


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