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C U L T U R E D R A M A

C U L T U R E D R A M A. International Negotiating. Japanese. Latin America. Personalizing a professional relationship Non-legal approach Flexible, evolving implementation (“flex friendship”). Don’t push for compromise Long meals Flexible, evolving implementation Simpatico. Russians.

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C U L T U R E D R A M A

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  1. CULTUREDRAMA

  2. International Negotiating

  3. Japanese

  4. Latin America

  5. Personalizing a professional relationship Non-legal approach Flexible, evolving implementation (“flex friendship”)

  6. Don’t push for compromise Long meals Flexible, evolving implementation Simpatico

  7. Russians

  8. Out sitting & out-drinking you—endurance marathon

  9. Chinese

  10. Last minute sandbagging Attacking informal inconsistencies Invisible benchmarking you

  11. Middle East

  12. Exaggerated rhetoric & buddy-buddy Gifts & sucking up Putting you on the spot one-on-one in awkward situations Conservative entertaining

  13. Germans

  14. Technicians first Direct, exact, serious Be/do what you say Accuracy > feelings Privacy of people & corporate info

  15. Asians

  16. Face matters dealt with behind the scenes Aggressive, forthright Koreans No public negativity or doubt Status groupings No social embarrassment

  17. U.S. Americans

  18. Humor & informality Hyped salesmanship Delegation disunity Legalistic Impersonal Short-term

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