chapter  5
Negotiating across Cultures,
Pages 29

In a very general sense, the process of negotiating is absolutely fundamental to human communication and interaction. If we stop to consider it, we are negotiating all the time. We negotiate with our spouses, children, coworkers, friends, bosses, landlords, customers, bankers, neighbors, and clients. Because negotiating is such an integral part of our everyday lives, it becomes largely an unconscious process because we do not spend a lot of time thinking about how we do it. As with so many other aspects of our behavior, the way we negotiate is colored by our cultural assumptions. Whether we are effective negotiators or not, our culturally conditioned negotiating framework, expectations, and styles are largely operating at an unconscious level.