Negotiating across cultures

Published on October 27, 2011 Reviewed on October 28, 2018   49 min

Other Talks in the Series: Negotiations and Bargaining

Greetings. I'm Jeswald Salacuse, a professor of law and negotiation at Tufts University's, Fletcher School of Law and Diplomacy. I'm also a member of the faculty and the executive committee of the program on negotiation at Harvard Law School. I've written several books on negotiation including 'Making Global Deals', 'The Global Negotiator', 'Leading Leaders and Seven Secrets for Negotiating with Government'. My specialty is international negotiation. As an executive, consultant and teacher, I participated in and observed negotiations in over 40 countries during the last 35 years and have actually lived for extended periods of time for 15 of those years in various countries in Europe, Africa and the Middle East.
Today, as part of this course of lectures on negotiating and bargaining, I want to talk to you about negotiating across cultures, about cross cultural interactions. It's a subject of growing importance to all of our companies and organizations as they increasingly seek to negotiate deals throughout the world and bring together people from diverse cultures and countries in order to achieve organizational goals. Let's start by engaging in a little thought exercise.