One way that culture can influence negotiation is through protocol. Briefly define the use of protocol in negotiation. How does the American culture rank compared to other countries in the use of protocol?
What will be an ideal response?
Protocol is the formality of the relations between the two negotiating parties and cultures differ in the degree to which protocol is important. American culture is among the least formal cultures in the world. A familiar communication style is quite common; first names are used, for example, while titles are ignored. Contrast this with many European countries which are very formal, and not using the proper title when addressing someone is considered insulting.
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