Problem:
How do cultural differences affect the perceptions and behaviours of different parties in an international negotiation? Explain the relative importance of national culture, organisational culture, and individual personalities in contributing to the outcomes of a negotiation. What are the skills and attributes that a manager needs to negotiate successfully across cultures? Finally, how important are cultural differences in determining levels of tolerance toward disputes, and in what ways can disputes lead to positive or negative outcomes for an organisation that is negotiating internationally?