3 Posts found for Author: Horacio Falcao

In cross-cultural negotiations, be aware of cultural differences but don’t feel you have to adapt your behavior.

Content: Article | Author: Horacio Falcao | Source: INSEAD Knowledge | Subjects: International, Negotiation

It sounds fine on the face of it, but not everyone will get what they want and this is more likely to happen to you if you fail to spot the traps.

Content: Article | Author: Horacio Falcao | Source: INSEAD Knowledge | Subject: Negotiation

People tend to only look at national culture when they go into international negotiations—but there is also educational culture, race culture, gender culture, a religious culture. All of these also impact the way people behave and they are all “cross cultural,” which means that we’re underestimating the role of culture because we are only looking at the national one; but as negotiators, we need to … [ Read more ]

Content: Quotation | Author: Horacio Falcao | Source: INSEAD Knowledge | Subjects: Culture, International, Negotiation