Negotiation Chapter 11 : International and Cross-Cultural Negotiation

This chapter discusses some of the factors that make international negotiation different, including environmental context (such as political and legal pluralism, international economics, foreign governments and bureaucracies, instability, ideology, culture, and external stakeholders) and the immediate context (such as relative bargaining power, levels of conflict, relationship between negotiators, desired outcomes, and immediate stakeholders). This chapter also described the effect of culture, how culture has been conceptualized. There are two important ways that culture has been conceptualized: culture as shared value, and culture dialectic. The influence of culture on negotiations is listed in term of managerial and research perspectives. From the practitioner perspective, we discussed 10 ways that culture can influences negotiation: the definition of negotiation, the negotiation opportunity, the selection of negotiators, protocol, communication, time sensitivity, risk propensity, groups versus individuals, the nature of agreements, and emotionalism. From the research perspective, we examined the effects of culture on negotiation outcomes, negotiation process, negotiator cognition, and negotiator ethics. This chapter also discussed eight different culturally responsive strategies that negotiators can use with a negotiator from a different culture.