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1. Probably the most important aspect any cross-cultural negotiation is doing your personal homework advance. We all understand that we need to prepare our “case” a negotiation – our objectives, our tactics, marshalling the facts and having a clear idea potential trade-offs. And if we are going to be negotiating Korea or Kazakhstan, we may think buy a travel guide, too. But whether we are negotiating Asians or Americans or other Europeans, we must do our cultural homework, too.
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