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The Deal Is Never Just the Deal: How to Negotiate Across Cultures

Global negotiators do not need a catalogue of national stereotypes. They need to understand how culture changes trust, communication, authority, time and commitment. A negotiator can arrive at the table with a strong strategy, solid alternatives, detailed data and a clear mandate—and still mismanage the deal. Not because the commercial proposal is weak, but because

Strategic Agreements Between Competitors: When Collaboration Becomes the Best Strategy

neXpertos / March 4, 2025 / Negotiation Strategy

Is it possible to establish long-term strategic agreements and partnerships with competitor companies? The answer is yes—absolutely. However, this is neither a simple nor an immediate task. This type of collaboration requires an open mindset, focused on identifying synergies and building joint value. It means going beyond the traditional logic of direct competition to explore

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