Buchner-Howard outlined how people from different countries tend to fall into a spectrum of behavioral tendencies. While there will still be challenges, knowing the mindset of the person you’re negotiating with will help you keep things in perspective. Linear-Active Countries: Germany, Switzerland, the U.K., the U.S., and Sweden. Tendencies: fast, efficient, and bottom-line and facts-and-figures–oriented Contract and negotiations attitude: “Truth before ...

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