Cultural Distance in Negotiation — Same Deal, Three Cultures

MBA-track cross-cultural negotiation lab. The pod runs the same USD 6.3M SaaS contract through Mitsuyama Trust Bank (Tokyo), Hartmann-Schreiber Maschinenbau (Stuttgart) and Grupo Aramburu Varejo (São Paulo). Three rounds — Diagnose, Design, Defend — apply Hofstede, Trompenaars, Meyer and Brett to read culturally-loaded yes/no signals, design three deal-specific scripts and a meta-protocol, and defend the recommendation to CEO, CFO and Country GMs.