Table des matières
4. During Negotiation: The Application of Cross-Cultural Negotiation Parameters to Afghanistan
- 4.1. Goal of Negotiation: Contract vs. Relationship
- 4.2. Attitudes toward the Negotiating Process: Win/win vs. Win/lose
- 4.3. Formal vs. Informal Style
- 4.4. Direct vs. Indirect Communication
- 4.5. High vs. Low Time-Sensitivity
- 4.6. The Role of Emotions in Negotiation
- 4.7. Agreement: Specific vs. General Formulation (Inductive vs. Deductive)
- 4.8. Team Organisation: Single Leader vs. Group Consensus
- 4.9. Degree of Risks Taken: Low vs. High