06 Culture applications rdcd ver2

Very high ind low uai info b rief and direct low pdi

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(Very high IND, low UAI) Info B rief and direct (Low PDI) Persuasion A ggressive, assert ive, persuasive (Low PDI, High IND) Agreement Progress is made sequent ially and ends def init ively (Low UAI)
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Copyright    Dr. Tomasz Lenartowicz Cross Cultural Negotiations Basic Steps Brazil Japan US Rapport Personal relat ionship is everyt hing (low IND) N ull or short (Very high IND, low UAI) Info B rief , but wit h f requent f eedbacks (High UAI) B rief and direct (Low PDI) Persuasion Linking, seduct ive, avoiding conf ront at ion, no direct pressure, recept ive (High PDI) A ggressive, assert ive, persuasive (Low PDI, High IND) Agreement D epends on success of st ep 1: personal relat ionships. Progress is made sequent ially and ends def init ively (Low UAI)
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Copyright    Dr. Tomasz Lenartowicz Cross Cultural Negotiations Basic Steps Brazil Japan US Rapport Personal relat ionship is everyt hing (low IND) V ery import ant , almost a rit ual ( M edium IND, but very high UAI ) Null or short (Very high IND, low UAI) Info Brief , but wit h f requent f eedbacks (High UAI) V ery long explanat ions, in- dept h
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