Culture Influences Negotiations

This article by Jeswalde W. Salacuse explains how cultural influences affect negotiation styles. Salacuse states:

"Negotiating styles, like personalities, have a wide range of variation...Ten negotiating traits...can be placed on a spectrum or continuum, as illustrated in the chart below. Its purpose is to identify specific negotiating traits affected by culture and to show the possible variation that each trait or factor may take."

Understanding cultural and other factors affecting the following negotiation traits will enable you to better understand your counterpart and how your negotiating style may be perceived by the person sitting across the table.