The purpose of the matrix in Figure 1 is to identify specific negotiation
factors affected by culture and to show the possible variations that each factor
may take. With this knowledge, an international negotiator may be better
able to understand the negotiating styles and approaches of his or her counterparts
from other cultures. Equally important, the matrix may help
negotiators determine how their own styles appear to those same counterparts
on the other side of the bargaining table.