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

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CULTUREDRAMA


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


Out sitting & out-drinking you—endurance marathon


Chinese


Last minute sandbagging

Attacking informal inconsistencies

Invisible benchmarking you


Middle East


Exaggerated rhetoric & buddy-buddy

Gifts & sucking up

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

Conservative entertaining


Germans


Technicians first

Direct, exact, serious

Be/do what you say

Accuracy > feelings

Privacy of people & corporate info


Asians


Face matters dealt with behind the scenes

Aggressive, forthright Koreans

No public negativity or doubt

Status groupings

No social embarrassment


U.S. Americans


Humor & informality

Hyped salesmanship

Delegation disunity

Legalistic

Impersonal

Short-term


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