As a child, Eliane Karsaklian learned to live in different cultures. Her parents didn’t explain cultural differences or what to expect each time they moved—she was simply thrown into it. After building 20 years of experience in the corporate world, she moved into academics and is currently a professor at the University of Illinois in Chicago.

Eliane wrote an amazing book called “The Negotiation Process Before, During, and After You Close the Deal” based on her life experiences living in and negotiating with different cultures. In this episode of Negotiations Ninja, we talk about what it takes to succeed with intercultural negotiation.

Outline of This Episode

[2:39] Learn more about Eliane Karsaklian
[3:52] What is a sustainable negotiation?
[5:09] How to think strategically about the future
[6:39] Create short-term milestones that feed the vision
[9:41] What happens after you close the deal?
[11:54] How to develop a long-term relationship
[13:34] How foundational beliefs of a culture tie in
[21:51] Operate through the lens of the other culture
[29:44] Hire someone to coach you on intercultural business

Resources & People Mentioned

Chinese Business Negotiating Style

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The Negotiation Process Before, During, and After You Close the Deal

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Understanding Intercultural Negotiation with Eliane Karsaklian, Ep #325 32:30 Share

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Understanding Intercultural Negotiation with Eliane Karsaklian, Ep #325