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Negotiation: Ch.16 International and Cross-Cultural Negotiation.

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by

Carlos Recordon

on 3 October 2012

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Transcript of Negotiation: Ch.16 International and Cross-Cultural Negotiation.

CULTURE:
Shared values, beliefs and behaviors of a group of people. How can we define the culture of a particular country?

How does it show?

What are the factor that shape culture within a particular country? The CONTEXT in international negotiations:

ENVIRONMENTAL: Forces that neither negotiator controls that influence the negotiation.




IMMEDIATE: Factors over which negotiators appear to have some control Political,legal and economic pluralism
External stakeholders
Cultural and ideological differences
Foreign government bureaucracy
Instability Relative bargaining power: depends on access to mkts, distribution systems, managing gvt relationships.
Level of conflict
Relationship / negotiators
Desired outcomes (tangible or intangible)
Immediate stakeholders DIFFERENT APPROACHES TO THE UNDERSTANDING OF CULTURES... based on ACTIONS
based on VALUES
based on DIALECTIC
based on CONTEXT FIRST EXERCISE: which one convinced you the most and why? CONSEQUENCES
Negotiation factors Range of cultural responses Definition of negotiation
Negotiation opportunity
Selection of negotiators
Protocol
Communication
Time sensitivity
Risk propensity
Groups versus individuals
Nature of agreements
Emotionalism Contract __________Relationship
Distributive__________Integrative
Experts__________Trusted associates
Informal________Formal
Direct_____________Indirect
High___________Low
High______________Low
Collectivism_________Individualism
Specific___________General
High_______________Low Hofstede´s model:
Individualism/collectivism, power distance, career success/quality of life, uncertainty avoidance.

Hall´s model:
Communication context: high or low
Time and Space: monochronic or polychronic. SO WHAT ARE WE SUPPOSED TO DO WITH ALL THIS INFO? Learn about the other culture and behave like a negotiator from that culture? any suggestions? THREE POSSIBLE SCENARIOS:
(related to familiarity with the culture, strategies can be unilateral or joint strategies)

Low familiarity
Employ an adviser Mediator Induce the other negotiator to use your approach. Moderate familiarity
High familiarity Adapt to the other negotiator´s approach Explicitly... coordinate adjustment. Embrace the other negotiator´s approach. BE A ROMAN. Craft an approach that is specifically tailored to the negotiation situation. UNDERSTAND DOESN´T MEAN PRETENDING TO BE... http://www.kwintessential.co.uk/resources/global-etiquette/mexico-country-profile.html
http://www.crossculture.com/UserFiles/Image/colorcodingMJG(1).gif
http://www.crossculture.com/UserFiles/Image/kazakhstan_660.jpg
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