Clearing customs

13 September 2012
Negotiating across cultures can often make it harder to achieve a meeting of minds. Mike Gillingham looks at how cultural differences affect the way people seal a deal


There is a Confucian saying according to which human beings draw close to one another by their common nature, but are kept apart by habits and customs. Discuss how habits and customs (culture) can affect negotiation when buying abroad, along with the effect of world politics. (November 1998) Students of international purchasing need a general understanding of...

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