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Read one of the attached articles. Why do researchers feel the need to study ho
Read one of the attached articles. Why do researchers feel the need to study how individual differences in gender, personality, and culture factor in the effectiveness of a negotiator? Why is this knowledge useful to negotiators and how would you use this information in a negotiation?
‘American Strengths and Weaknesses’ International Negotiation 1996 by Tommy T.B. Koh
‘Women Don’t Ask’ from Women Don’t Ask: Negotiation and the Gender Divide 2003 by Linda Babcock and Sara Laschever
‘Should You Be A Negotiator?’ from Owen Manager 1999 by Ray Friedman and Bruce Barry
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