4Hidden Challenge of Cross-Border Negotiations

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1、TheHiddenChallengeofCross-BorderNegotiationsbyJamesK.SebeniusReprintr0203fMarch2002HBRCaseStudyr0203aTheCoachWhoGotPoachedIdaleneF.KesnerFirstPersonr0203bTheTroubleI’veSeenDavidN.JamesDifferentVoicer0203cEverythingIKnowAboutBusinessILearnedfromMonopolyPhilOrbanesThe2002H

2、BRList:BreakthroughIdeasr0203dforToday’sBusinessAgendaTheVirtueMatrix:CalculatingtheReturnr0203eonCorporateResponsibilityRogerL.MartinTheHiddenChallengeofCross-BorderNegotiationsr0203fJamesK.SebeniusMakingSenseofCorporateVentureCapitalr0203gHenryW.ChesbroughTheHBRIntervi

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4、tstheyalsoneedtounderstandsomethingdeeper–thesubtleyetpotentwaysthatnationalcultureshapesthegovernanceanddecision-makingprocess.TheHiddenChallengeofCROSS-BORDERNEGOTIATIONSbyJamesK.SebeniusCulturaldifferencescaninfluencebusinessnegotiationsinsignificantandunexpectedways,as

5、manyahaplessdealmakerhaslearned.Insomecases,it’samatterofignoranceorblatantdisrespect,aswiththeAmericansalesmanwhopresentedapo-tentialSaudiArabianclientwithamultimillion-dollarproposalinapigskinbinder,consideredvileinmanyMuslimcultures.Hewasunceremoniouslytossedoutandhis

6、companyblacklistedfromworkingwithSaudibusinesses.Butthedifferencescanbemuchmoresub-tle,arisingfromdeep-seatedculturaltendenciesthatinfluencehowpeopleinteract–everythingfromhowpeopleviewtheroleoftheindividualversusthegroup4Copyright©2002byHarvardBusinessSchoolPublishingCor

7、poration.Allrightsreserved.TheHiddenChallengeofCross-BorderNegotiationstotheirattitudes,say,abouttheimportanceoftimeorre-discoverthatinGermany,laborhasvirtuallyequalrepre-lationships.Inresponsetothesechallenges,agreatbodysentationonmanysupervisoryboardsofdirectors.Itwill

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