NEGT602 Final: International and Cross-Cultural Negotiation

105 views22 pages
31 Jul 2018

Document Summary

Two overall contexts have an influence on international negotiations: environmental context: includes environmental forces that neither negotiator controls that influence the negotiation, immediate context: includes factors over which negotiators appear to have some control. The extent to which the less powerful members of organizations and institutions (like the family) accept and expect that power is distributed unequally. Cultures with stronger power distance will be more likely to have decision-making concentrated at the top: uncertainty avoidance. Indicates to what extent a culture programs its members to feel either uncomfortable or comfortable in unstructured situations. Low: likely to adapt to quickly changing situations and will be less uncomfortable when the rules are ambiguous/changing. High: less comfortable with ambiguous situations and seek stable rules and procedures: individualism/collectivism. The extent to which the society is organized around individuals or the group. Individualistic societies may be more likely to swap negotiators, using whatever short-term criteria seem appropriate.