When preparing for cross-cultural negotiations, managers should first evaluate their own negotiation styles in order to ________.
A) understand the reasons for failing or succeeding in domestic negotiations
B) determine how they differ from the norm in other countries
C) analyze the various stages of the negotiation process
D) assess all social and cognitive influences
Question 2
________ are based on what North Americans believe is objective information, presented with the assumption that it is understood by the other side on a logical basis.
A) Factual appeals
B) Affective appeals
C) Axiomatic appeals
D) Nonverbal messages
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