As we see it

Document Type

Book chapter

Publication details

Goh, BC, Chamoun-Nicolas, H, Deason, EE, Folberg, J & Singh, S 2013, 'As we see it', in C Honeyman, J Colben & AWM Lee (eds), Educating negotiators for a connected world, DRI Press, Minnesota, US, pp. 103-124. ISBN: 9780982794630

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Developing further the “adventure learning” experiments conducted by the project in Istanbul and reported on in Venturing Beyond the Classroom, the authors tried new negotiation experiments in the markets of Beijing. Comparing their experiences from their respectively Chinese-Malaysian, Mexican, North American and Indian cultural perspectives, they conclude that self-awareness must be a central requirement in cross-cultural negotiation training, and that up to now, it has been far too commonly taken for granted.