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famine Diamond: Well, there’s a couple of things.First of all, Recent studies show that the success of negotiations has much less to do with the cultures people come from than how they relate to each other as individuals. So even though there are lots of different cultures, you’re not negotiating with millions of people in the same room and a cultural average, you’re negotiating with individuals so the individuals need to make a personal connections. Second is recent studies show the more difference there are between parties, as long as you value those differences, the more value you create because differences promote creativity, they promote value. So the parties should be saying: “We’re glad that we disagree. Lets use that in a collaborative way to create more value.” Negotiations are very sensitive to the attitude you have towards the other party. If you try to be collaborative, use your differences to create value and find meaningful solutions with that as a base, then you get further. | |
