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Chapter 7 The Impact of Culture on Negotiations - Coggle Diagram
Chapter 7
The Impact of Culture on Negotiations
International Negotiation:Art and Science
International negotiations are much more complex than domestic negotiations. They challenge the negotiators to understand the science of negotiation while developing their artistry.
The science of negotiation provides research evidence to support broad trends that often, but not always, occur during negotiation.
The art of negotiation is deciding which strategy to apply when, and choosing which models and perspectives to apply to increase cross-cultural understanding.
What Makes International Negotiations Different?
Environmental context
Includes environmental forces that neither negotiator controls that influence the negotiation
Political and legal pluralism
International economics
Foreign governments and bureaucracies
Instability
Ideology
Culture
External stakeholders
Immediate context
Includes factors over which negotiators appear to have some control
Relative bargaining power
Levels of conflict
Relationship between negotiators
Desired outcomes
Immediate stakeholders
How Do We Explain International Negotiation Outcomes?
International negotiations can be much more complicated
Simple arguments cannot explain conflicting international negotiation outcomes
The challenge is to:
Understand the multiple influences of several factors on the negotiation process
Update this understanding regularly as circumstances change
