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Contract negotiations in Western Africa: a case of mistaken identity

Author: Anderson, Gordon ; Schneider, Susan C.INSEAD Area: Organisational Behaviour In: Case problems in management and organizational behavior - Schuler, Randall S. - 1991 - Book Language: EnglishDescription: p. 285-289.Type of document: INSEAD ChapterNote: Please ask us for this itemAbstract: 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. Some comprehension is gained of how insufficient undrstanding of local culture affects business negotiations.
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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. Some comprehension is gained of how insufficient undrstanding of local culture affects business negotiations.

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