Cross-Border Negotiation

소개글

하버드 비즈니스 리뷰 2002 3월 article 중 The hidden challenge of cross-border negotiations 내용을 참고하여, 국제협상 시 문화적 차이로 야기되는 문제점들과 이에 대한 대처 방법에 대해 소개.

목차

없음

본문내용

As we all know, the globalization has been accelerated in the recent years and the world market demand people who have better understandings in different cultures. It is perhaps because most companies have experienced bitter failures caused by people who ignored or underestimated the powerful differences in processes across cultures.
In “The Hidden Challenge of Cross-Border Negotiations”, James K. Sebenius provides advice on how to anticipate and overcome possible barriers getting to yes.
Map the players and the process:

참고 자료

Sebenius, James K. “The Hidden Challenge of Cross-border negotiations” Harvard Business Review, March 2002