It is argued that relating negotiation to communication skills and cultural knowledge is

essential. However, negotiation is not just a single skill or even a group of skills. To be more exact, negotiation is a process that takes place in particular context In terms of subject【M1】______ matter, the context is the culture of the parties involved and the degree of formality determines the particular skills required in any specific【M2】______ negotiation situation. Some of these skills are common to all forms of negotiation and others are specific to a particular context.【M3】______ In a mono-cultural environment, the negotiation process is more predictable and accurate, for the negotiators do not have to be concerned by challenges of language or cultural differences.【M4】______ Furthermore, as an individuals conduct during a negotiation is affected by ethnic heritage and culture embedded attitudes and【M5】______ customs, individuals having the same cultural backgrounds tend to display common patterns of thinking, feeling and reacting in line to【M6】______ their cultural heritage. There are more challenges in a cross-cultural environment than a mono-cultural setting. Cross-cultural negotiations【M7】______ are negotiation where the negotiating parties belong to different cultures and do not share the same ways of thinking, feeling and behaving. The negotiation process is generally more complex because it encompasses unconscious forces of the different cultural normals that may undermine effective communication.【M8】______ At the negotiation process, interpersonal communication is the【M9】______ key activity that takes place at the verbal, non-verbal, situational, contextual level, and a total communication system can assist the negotiator bridge the gap between utterance and the felt meaning.【M10】______

【M1】