Marcus B. Zarway - Academia.edu (original) (raw)
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Papers by Marcus B. Zarway
ABSTRACT: Negotiation is a life phenomenon and has taken a center stage in domestic or internatio... more ABSTRACT: Negotiation is a life phenomenon and has taken a center stage in domestic or international business dealings. It has become as important as any other corporate functions because it determines the future of a business. Negotiation is often used to initiate international business relations and deals making processes, and these processes are carried out by team of experts representing each side. These teams in many cases are made up of different nationals who involvement can influence the outcome of the negotiation. This paper seeks to analyze the impact of variety of nationalities on a negotiation team, how it influences the success or failure of a negotiation and how the process can be managed to avoid adverse effects during negotiation
ABSTRACT: Negotiation is a life phenomenon and has taken a center stage in domestic or internatio... more ABSTRACT: Negotiation is a life phenomenon and has taken a center stage in domestic or international business dealings. It has become as important as any other corporate functions because it determines the future of a business. Negotiation is often used to initiate international business relations and deals making processes, and these processes are carried out by team of experts representing each side. These teams in many cases are made up of different nationals who involvement can influence the outcome of the negotiation. This paper seeks to analyze the impact of variety of nationalities on a negotiation team, how it influences the success or failure of a negotiation and how the process can be managed to avoid adverse effects during negotiation