Negotiation-C8 Cultural Differences Outline (Student: Tim)

Global Negotiation

• The American Negotiation Style
  • Per Tommy Koh
  • Per Samfrits Le Poole
  • Per McDonald
• What Makes Cross-Border Negotiations Different?
  • Environmental Context
  • Immediate Context
• Hofstede’s Dimensions of Culture
  • Individualism/Collectivism
  • Power Distance
  • Masculinity/Femininity
  • Uncertainty Avoidance
• How Do Cultural Differences Influence Negotiations?
• Culturally Responsive Negotiation Strategies
  • Low Familiarity
    • Employ Agents or Advisers
    • Bring in a Mediator
    • Induce the Other Party to Use Your Approach
  • Moderate Familiarity
    • Adapt to the Other Party’s Approach
    • Coordinate Adjustment
  • High Familiarity
    • Embrace the Other Party’s Approach
    • Improvise an Approach
    • Effect Symphony
    and Bureaucracies
    Instability
    Ideology
    Culture
    External Stakeholders
    
    Note for Immediate Context:
    Relative Bargaining Power
    Levels of Conflict
    Relationship between Negotiators
    Desired Outcomes
    Immediate Stakeholders
    
    Note for How cultural difference influence negotiation
    
    Differing definitions of negotiation
    Differing selection of negotiator criteria
    Differing degrees of protocol
    Communication
    Differing views about time
    Differing risk propensities
    Differing emphasis of groups versus individuals
    Nature of agreements