ON THE ROLE OF ASSUMPTIONS IN CROSS CULTURAL NEGOTIATIONS
Managers embedded in different national cultures operate on the basis of different assumptions. These assumptions are tacitly held and many may not even be consciously aware of them. In some respects, assumptions can become a source of hidden bias as they color our...
Leveraging Emotions to Maximise Alliance Performance
In my previous blog I highlighted the role played by emotions during the evolution of an alliance. The human element is always present in alliances just as is the recognition that alliances may at times exceed expectations and on other occasions may fail to meet them....
Managing Fear and Anxiety in Intercultural Interactions
As we cross cultural boundaries whether as a tourist or as an expatriate, we find ourselves confronting a new reality, namely that our preexisting assumptions no longer have much validity. We have to discover and learn new ways of navigating in a different cultural...
How Emotions Shape Alliance Development
There is a human element in all business relationships and we would be amiss if we were to ignore it. I focus in this blog on how emotions drive strategic alliances and how the presence or the absence of emotions among alliance decision makers can influence...
Cultural Aspects of Doing Business in India
As managers initiate business dealings overseas, they are tasked with the necessity of understanding the cultural landscape. Those who are able to understand and master the intricacies of the local culture will prosper while others may get disappointed and exit the...
Negotiating Across Cultural Boundaries: The Keys to Success
In the previous blog I highlighted the potential sources of friction when negotiating across cultural boundaries. Differences in expectations and in conception of trust make these negotiations difficult. The problems are compounded by different approaches to problem...
Negotiating Across Cultures
The ability to negotiate effectively is one of the most important managerial skills. It determines the ability of managers to create value for their companies. Globalization provides new sources of value creation whether via the emergence of new market opportunities...
Recent Comments