N11 : International and Cross-Cultural Negotiation

BA370

Negotiation Chapter 11 : International and Cross-Cultural Negotiation

This chapter examined various aspects of a growing field of negotiation that explores the complexities of international and cross- cultural negotiation. Some of factors make international negotiations different. Description of factors that influence international negotiations: political and legal pluralism, international economics, foreign governmental and bureaucracies, instability, ideology, and culture. Five immediate context factors were discussed next: relative bargaining power, levels of conflict, relationship between negotiators, desired outcomes, and immediate stakeholders. Each of these environmental and immediate context factors acts to make international negotiators need to understand how to manage them.

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

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

10. Emotionalism

Question 1: What are the advantages of The Culture as Dialectic approach over the culture as shared values approach?

Answer: The culture as Dialectic approach can explain variations within cultures and it suggests that negotiators who want to have successful international negotiations need to appreciate the richness of the cultures in which they will be operating.

Question 2: What is negotiation in managerial perspectives?

Answer: Negotiation is what is negotiable, and what occurs when we negotiate can differ greatly across cultures.

Question3: What is the environmental context?

Answer: The environmental context includes environmental forces that neither negotiator controls that influence the negotiation.