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What is projective cognitive similarity in cross cultural negotiations?
Wiki User
∙ 12y ago
The assumption that others perceive, judge, think, and reason in the same way when, in fact, they do not because of differential cultural and practical influences.
Deresky, Helen. International Management: Managing Across Borders and Cultures 5/e
D'angelo Gottlieb
Projective cognitive similarity refers to the tendency for negotiators to assume that the other party shares similar cognitive processes and mental frameworks as them, even if they are from a different cultural background. This can lead to misunderstandings and misinterpretations in cross-cultural negotiations, as differences in cognitive styles and decision-making processes may exist between parties. Understanding and addressing these differences is crucial for effective communication and successful negotiations in a cross-cultural context.
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What is projective cognitive similarity in cross-cultural negotiations?
The assumption that others perceive, judge, think, and reason in the same way when, in fact, they do not because of differential cultural and practical influences. Deresky, Helen. International Management: Managing Across Borders and Cultures 5/e
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