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Negotiating with "Romans" -- Part 2

Choosing the right strategy for negotiations with someone from another culture is a difficult task for which managers have few established guidelines. Implementing that strategy well can often be even more challenging. Whether you know a little or a lot about your counterpart's culture -- whether you are a novice or experienced negotiator -- you will find useful advice in this article on effectively choosing and implementing a culturally responsive strategy. Part 1, published in the Winter 1994 issue, presented eight culturally responsive strategies in a framework based on their feasibility.

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