What is intercultural negotiation?
Definition. “Intercultural negotiation involves discussions of common and conflicting interests between persons of different cultural backgrounds who work to reach an agreement of mutual benefit.”
Why is cultural negotiation important?
Culture profoundly influences how people think, communicate, and behave. It also affects the kinds of transactions they make and the way they negotiate them. These “top ten” elements of negotiating behaviour constitute a basic framework for identifying cultural differences that may arise during the negotiation process.
How do cultural differences affect negotiations?
People from more feminine cultures will care more about relationships, and may also tend to be more collectivist in their thinking. Negotiators from more masculine countries are probably more likely to use a distributive bargaining – a more competitive approach to negotiation.
How do you prepare for cross-cultural negotiations?
To maximize the chances of success in the cross-cultural setting, one should consider a number of factors, including:
- Etiquette/Protocol Issues.
- Body Language Issues.
- Language Issues.
- Relationship Issues.
- Timing Issues.
- Trust and Information Issues.
- Legal Issues.
- Authority Issues.
What are the 5 types of negotiation?
From these patterns of communication, five distinct negotiation styles have emerged: competing, collaborating, compromising, accommodating, and avoiding. Negotiators often fall into one or more of these five styles whether they are trying to reach an agreement or resolve a conflict with multiple parties.
What is the relationship between culture and negotiation?
Our results show that cultural values (e.g. power distance, uncertainty avoidance, collectivism and masculinity) have a direct influence on negotiation styles as well as an indirect effect, which is mediated through cultural intelligence.
Why understanding cultural differences is important in negotiation?
Negotiating is an art no matter what country you are in. Weaving your way through a negotiation so you can obtain what you want or need is a skill unto itself. Thus, it makes sense that understanding cultural aspects of negotiating can make you a stronger negotiator.
What is the best type of negotiation?
Most research suggests that negotiators with a primarily cooperative style are more successful than hard bargainers at reaching novel solutions that improve everyone’s outcomes. Negotiators who lean toward cooperation also tend to be more satisfied with the process and their results, according to Weingart.