... Taking Negotiation Talents GlobalChapter 10 OutlineImportance of Culture Global MindSetEstablishing TrustCollectivism vs. IndividualismCultural DimensionsImportance of Manners – EtiquetteRole of EmotionFamiliarity of CultureRules for CrossCultural Negotiation ... CulturePatterns of personality exist for groups sharing a common cultureDuring socialization, individuals pickup knowledge, ideas, values, beliefs, phobias, and anxieties of their societyMost cultural norms are absorbed subconsciouslyCrosscultural negotiations require extensive intelligence gathering and flexibility Global Mind-SetImportance of Patience•Crosscultural agreements typically take longer•Time may not be linear – but polychronic or circular with no beginning nor endIdentify types of strategies or tactics that may be utilized in various cultures...