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Management negotiators are not usually given the authority to agree to a contract settlement in negotiations.
Power Distance
A cultural dimension that describes the extent to which members of a society accept and expect power to be distributed unequally.
Expertise
Specialized skill or knowledge in a particular field, gained through education, experience, or training.
Uncertainty Avoidance
The degree to which a culture tolerates ambiguity and uncertainty.
Conflict
A situation where two or more parties have incompatible objectives, interests, or needs.
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