In light of a culture's relationship to power, what are the implications to intercultural negotiations that must
be considered?
What will be an ideal response?
One of the first issues that negotiators must consider prior to intercultural negotiation is determining who will do
the negotiating. In cultures that have hierarchical power relationships, negotiations often require several levels of
approval, all the way to the top, so it is important to understand the network of relationships involved to reach
agreement. Saving and giving "face" are important in hierarchical cultures, as are apologies and denial of
complements. For agents to be successful in multicultural negotiations, they must display culturally differentiated
behavior and adapt to different cultural settings.
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