Summary Chapter 11
Negotiation – International and cross-cultural negotiation
Chapter 11 explored the complexities of international and cross-cultural negotiation. Environmental and immediate context have an important effect on international negotiations.
The environmental factors are;
• Political and legal pluralism
• International economics
• Foreign governments and bureaucracies
• Instability
• Ideology
• Culture
• External stakeholders
Immediate context factors are;
• Relative bargaining power
• Levels of conflict
• Relationship between negotiators
• Desired outcomes
• Immediate stakeholders
Negotiators must understand all these factors to be successful.
Cultural differences also affect negotiations;
• Definition of negotiation
• Negotiation opportunity
• Selection of negotiators
• Protocol
• Communications
• Time sensitivity
• Risk propensity
• Groups vs. individuals
• Nature of agreements
• Emotionalism
The chapter ended with a discussion of how to manage cultural differences in negotiation through a choice of strategies according to the level of familiarity; unilateral or joint strategies.
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