In this chapter, the author discuss about culturally responsive strategies available to the international negotiator. The factors to think about when negotiating with people from other cultures. First discuss about what makes international negotiation defferent: by Phatak and Habib suggest that two overall contexts have an influence on international negotiations: the environmental context:(1) political and legal pluralism (2) international econemics (3) Foreign govenments and bureaucracies (4) instability (5) ideology (6) culture (7) external stakeholders and the immediate context: (1) relative bargaining power (2) levels of conflict (3) relationship between negotiatiors (4) desired outcomes (5) immediate stakeholders. The most frequently studied aspect of international negotiation is culture, two important ways that culture has been conceptualized: (1) culture as shared values and (2) culture as dialectic. Ten different ways that cultur can influence negotiations. (1) definition of negotiation (2) negotiation opportunity (3) selection of negotiators (4) protocol (5) communication (6) time sensitivity (7) risk propensity (8) groups versus individuals (9) nature of agreements (10) emotionalism. Culture has important effects on several aspects of negotiation, including planning, the negotiation process, information exchange, negotiator cognition, and negotiaator perceptions of ethical behavior. The best way to manage cross-cultural negotiations is to be sensitive to the cultural morms of the other negotiatior and to modify one's strategy to be consistent with behaviors that occur in that culture.
No comments:
Post a Comment