Assess, Don't Assume, Part II: Negotiating Implications Of Cross-Border Differences In Decision Making, Governance, And Political Economy

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Executive Summary

When facing a negotiation that crosses national borders and/or cultures, the standard preparatory assessments - of the parties, their interests, their no-deal options, opportunities for and barriers to creating and claiming value, the most promising sequence and process design, etc. - should be informed and modified by potentially relevant factors. Drawing on considerable literature in cross-border and cross-cultural negotiation, a two-paper series develops a four-level prescriptive framework for effectively carrying out such assessments. The current paper carries this analysis further by systematically analyzing a third and fourth class of factors that often prove critical in cross-border deal making.

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