UC Irvine

Influenced by their frontier past, many American business people come to the negotiating table with a do-or-die attitude that often defeats their purpose. They tend to ‘shoot first; ask questions later.’ But with the growing role of the United States in international trade, this naive attitude may cause them, instead of their adversaries, to bite the dust. By recognizing their own shortcomings and by learning more about other cultures and negotiating styles, Americans can improve their image and enhance their chances for success.