Negotiations Dealing with Foreign Cultures

  • Victor H. Pooler
Part of the VNR Materials Management/Logistics Series book series (CHMMLS)


If we had to agree on only one key personal trait that a professional buyer must possess, it would be the ability to negotiate. Most of us underestimate our ability to influence others. The buyer has far more economic leverage than he or she believes when they use persuasion to negotiate.


Foreign Culture Purchasing Manager Global Purchasing Bargaining Chip Negotiation Technique 
These keywords were added by machine and not by the authors. This process is experimental and the keywords may be updated as the learning algorithm improves.


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Copyright information

© Springer Science+Business Media New York 1992

Authors and Affiliations

  • Victor H. Pooler

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