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Contract negotiations in Western Africa: a case of mistaken identity

Author: Schneider, Susan C. ; Mead, Christine ; Anderson, GordonINSEAD Area: Organisational BehaviourPublisher: Fontainebleau : INSEAD, 1993.Language: EnglishDescription: 6 p.Type of document: INSEAD CaseAbstract: This case describes a process of contract negotiation during which the negotiators have to come to terms with different ways of operating because of cultural differencesPedagogical Objectives: To consider how insufficient understanding of local culture affects business negotiations
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To consider how insufficient understanding of local culture affects business negotiations

This case describes a process of contract negotiation during which the negotiators have to come to terms with different ways of operating because of cultural differences

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