In this interview, Horacio Falcao argues that there are only two negotiating cultures - competitive and collaborative - and stresses that understanding this is the key to successful cross-cultural negotiation. He also notes that assumptions about national cultural characteristics may necessarily apply to the individual that you are negotiating with.

To what extent do you think culture influences an individual's negotiating style? Are negotiators from certain cultures more likely to use competitive or collaborative style? How do you think your own culture influences how you would approach negotiations?

Be prepared to present your thoughts on cross cultural negotiation. How do you think values, beliefs and norms of your culture of origin may affect your negotiation style?