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 CaseNote: Latest version available via https://publishing.insead.eduAbstract: 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| Item type | Current location | Collection | Call number | Status | Date due | Barcode | Item holds |
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Europe Campus INSEAD Publications Display | Consultation only | BC000004 |
Latest version available via <a href=https://publishing.insead.edu>https://publishing.insead.edu</a>
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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