Cultural Differences in Negotiation Given Differences in Time Frame, Risk, Trust and Dominance Hierarchy

I follow Cheney (specialists) for international negotiation, and then keep up with the research, but nothing has changed since I first started in the80’s other than indian and chinese awareness of american markets and styles.

IMPORTANT: The west uses the OODA loop. that is our group strategy. Always has been. Initiative and manuever and speed. This is completely antithetical to every other civilization. Why? Because it requires a lot of trust, trustworthiness, weakens the hierarchy and localizes credit for success in the individual.

We are the only people who see time as a risk.

It took me a long time to ‘develop patience’ in negotiations. It took me longer to learn to build relationships rather than incentives – because it’s irrational. (to me) lol.