American negotiators and Asian negotiations move through the phases of negotiation differently. Describe the difference.
What will be an ideal response?
American negotiators typically view the process more in "win-lose," or distributive terms; they do not do much relationship building or planning, and move directly to bidding, closing, and implementation. In contrast, Asian negotiators spend a great deal of time on relationship building and then truncate the remaining steps toward the end of the negotiation process.
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Answer the following statement true (T) or false (F)
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