Global Negotiation Kexin Zhang (kevin)
In this chapter we have discovered the strength and weakness of American negotiation per Tommy Koh, Samfrits Le Poole and McDonald. We also discuss the intercultural negotiation where negotiators from different countries were equally effective when they negotiate with other people from their own country versus cross-cultural negotiation where negotiators from different countries sometimes obtained different outcomes when negotiating with people from another country. Difference that makes cross boarder negotiation difference, two factors are environmental context and immediate context
We also learned how to explain global negotiation outcomes where simple arguments cannot explain conflicting global negotiation outcomes instead it is very important to understand the multiple influences of several factors on the negotiation process and update this understanding as circumstances change. In the end we discussed how cultural differences can influence negotiations. Culturally responsive negotiation strategies depends on the level of familiarity.
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