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problem 1: How can an international negotiator overcome culture shock?

problem 2: Describe the cultural factors that influence global business negotiations.

problem 3: Describe the significance of a win-win approach to negotiations.

problem 4: describe the phases of adjustment that individuals pass via when encountering new cultures and negotiating situations.

problem 5:

a) Describe the difficulties faced by an international negotiator in differentiating between a bribe and a gift.
b) Describe how bribery and problemable payment issues can be resolved.

problem 6: Describe how cultural issues impact on negotiations in sub-Saharan Africa.

problem 7: Set out the phases comprised in planning a negotiation.

problem 8: Describe how the given differ between regions:

a) Pace of negotiation
b) Emotional impact of negotiations

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