Chp11 - 2NG3

International & Cross Cultural

2 Factors Influencing International Negotiation

1. Environmental - Factors beyond one’s control

2. Immediate - Factors within some control

Environmental

• Political & Legal Pluralism

• International Economics

• Foreign Governments

• Instability

• Culture

• External Stakeholders

Immediate

• Relative Bargaining Power

• Levels of Conflict

• Relationship Between Negotiators

• Desired Outcomes

• Immediate Stakeholders

Important Aspects of Conceptualizing Culture

Culture’s a group phenomenon and is passed down

5 Approaches of Culture

1. Culture as Shared Values

2. Cultural Syndromes & Logics

3. Cultural Tightness/Looseness

4. Culture as Learned Behavior

5. Culture in Context

1. Culture as Shared Values (Hofstede’s Dimensions)

• Individualism vs Collectivism: Society shapes either solo’s or groups

• Power Distance: Acceptance of people of less power

• Masculinity/Femininity: Acquisitions & Control vs Relationship Focused

• Uncertainty Avoidance: Comfort in unstructured situations

2. Cultural Syndromes & Logics

• Dignity Cultures: Fair & positive reciprocity (integrative)

• Faces Cultures: Self-worth through social perception of others

• Honor Cultures: Reciprocity is important but reputation is crucial (distributive)

3. Cultural Tightness & Looseness

• Tight: Strict rules and strong social norms

• Loose: Flexible and less rigid social structures

4. Culture as Learned Behavior

Expected behaviors that foreign negotiator should be aware of

5. Culture in Context

• Cultural effects aren’t absolute

• Cultural Complexity Theory: Culture values directly affect negotiation

Influences of Culture on Negotiation (Managerial)

1. Definition of Negotiation

2. Negotiation Opportunity

3. Selection of Negotiators

4. Protocol

5. Communication

6. Time Sensitivity

7. Risk Propensity

8. Groups vs Individuals

9. Nature of Agreements

10. Emotionalism

Influences of Culture on Negotiation (Research)

• Negotiation Outcomes - Collectivists favor integrative, individualistic prefers personal gain

• Negotiation Process - US likes direct comms, Japan likes indirect comms

• Negotiator’s Cognition - Individuals are comp, collectivist are coop

• Negotiator’s Ethics/Tactics

• Conflict Resolution

Intracultural Studies

Compare outcomes of the same simulation

Cross-Cultural Studies

Compare intracultural and cross cultural outcomes

Culturally Responsive Negotiation Strategies

Avoid Extreme modifications and instead adapt for better perception

Understand 3 Key Factors

1. Bias, strengths, weaknesses

2. Other negotiator as an individual

3. Other negotiator’s cultural context

Weiss's Responsive Strategies

• Low Familiarity

• Moderate Familiarity

• High Familiarity