Chapter 11.International and Cross-cultural Negotiation

It shows the various aspects of negotiation that explores the complexities of international and cross cultural negotiation.The chapter discuss the five immediate contexts by Phatak and Habib's (1996): 1.Relative bargaining power. 2. Level of conflict 3. Relationship between negotiators.4. Desire outcomes and 5. Immediate stakeholder. It was overcome by Salacuse (1998) decription of the environmental factor that influence international negotiations: 1. Political and legal plularlism. 2.International economics. 3. Foreign Governments and bureaucracies. 4. Instability. 5. Ideology. 6. Culture. Then it discuses on two perspectives on how cultural differences can influence negotiation with these points: 1. The definition of negotiation. 2. The negotiation opportunity. 3. The selection of negotiators. 4. Protocol. 5. Communication. 6. Time sensitivity. 7. Risk propensity. 8. Groups vs individual. 9 . The nature of agreement. 10. Emotionalism.The chapter concludes with a discussion of how to manage cultural difference in negotiation.