Crossing Cultures In Negotiation

Francesca Gino Contributor

By Francesca Gino Harvard Professor

Q. Because of the nature of my business, I regularly engage in negotiations across cultures—and the results can be disappointing. After recently losing an important deal in India, I learned that my counterpart felt I was rushing through our talks. I thought I was just being efficient with our time. How can I improve my cross-cultural negotiation skills?