Yes culture makes a huge difference when we talk about negotiation: If the culture in the organization is of win-lose then the negotiation can be stricter but if the culture is of win –win then a mid-way is usually found which is in favor of both the parties. Formal negotiation is done on mails and a particular language is used and it depends that if the culture is formal or informal in the organization. Empathy towards people is also a part of culture that directly affects negotiation. Hence culture has a huge impact in the way negotiation is done by both the parties. The negotiator should always chose win-win type of negotiation style because while working with a differing cultural style it becomes difficult to get your word across and if this is shown to the other party that there is something in it for them as well then it becomes easy to negotiate and get your work done. High intensity of emotions can be involved while working with a differing cultural style and the negotiation should be done on pre-defined guidelines so as to ensure that both the parties are on the same page during the negotiation. These are all excellent points. What type of assessment can be done in advance of the negotiation to understand more about the style of the parties involved as it might relate to culture?