Webinar series

Part 3: Negotiating successfully across cultures

Michael Gates, Associate Fellow, looked at how understanding cultural dimensions can help us frame our negotiation approaches in ways that the other parties are more likely to respond favourably to, leading to better results. He focused on values and communication in negotiation; using game theory to predict likely outcomes; decision-making processes across cultures, and variations in how trust is built.

negotiating-across-cultures

Other recordings from the webinar series: