This chapter is organized in the
following manner. First we discuss the art and science of cross-cultural
negotiation. Next, we consider some of the factors that make international
negotiation different, including both the environmental context and the
immediate context. We discussion of the most frequently studied aspect of
international negotiation: the effect of culture is it national, regional, or
organizational.
The chapter concludes with a
discussion of culturally responsive strategies available to the international
negotiator. Understanding the role of factors in both the environmental and
immediate contexts is important to grasping the complexity of international
negotiation processes and outcomes.
Robert Janosik suggests that
researchers and practitioners of negotiation use culture in at least four
different ways: 1. Culture as learned behavior, 2. Culture as shared values, 3.
Culture as dialectics, and 4. Culture in context. From the managerial
perspective, there are 10 ways that culture can influence negotiation: 1. The
definition of negotiation, 2. The negotiation opportunity, 3. The selection of
negotiators, 4. Protocol, 5. Communication, 6. Time sensitivity, 7. Risk propensity, 8.
Groups versus individuals, 9. The nature of agreements, and 10. Emotionalism.
Some of these strategies may be used
individually, whereas others are used jointly with the other negotiator. Weiss
indicates that one critical aspect of choosing the correct strategy for a given
negotiation is the degree of familiarity (low, moderate, or high) that a
negotiator has with the other culture.
Question
1. Describe the
Cross cultural negotiation?
Cross
cultural negotiation is one of many specialized areas within the wider field of
cross cultural communications. By taking cross cultural negotiation training,
negotiators and sales personnel give themselves an advantage over competitors.
There
is an argument that proposes that culture is inconsequential to cross cultural
negotiation. It maintains that as long as a proposal is financially attractive
it will succeed.
2. What the Conceptualizing Culture and
Negotiation?
Concept of culture:
1.
Culture is a group-level phenomenon a defined group of people shares beliefs,
values, and behavioral expectations.
2.
Cultural beliefs, values, and behavioral expectations are learned and passed on
to new members of the group.
3. What the Factors that makes
International Negotiation Different?
(a) Environmental
context
- Political and legal pluralism
- International economics
- Foreign governments and
bureaucracies
- Instability
- Ideology
- Culture
- External Stakeholders
(b) Immediate
Context
- Relative bargaining power (not
just investment)
- Levels of conflict
- Relationships between negotiators
- Desired Outcomes
- Immediate Stakeholders
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