10 Cross-Cultural Negotiation

Question 1

Challenge of explaining international negotiation outcomes

Answer 1

• understand the multiple influences of several factors on the negotiation process
• update this understanding regularly as circumstances change

Question 2

Influences on international negotiations

Answer 2

• 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

Question 3

Culture and Negotiation

Answer 3

1. Culture as learned behavior
   
   • ​a catalog of behaviors the foreign negotiator should expect
2. Culture as shared values
   
   • ​understanding central values and norms
3. Culture as dialectic
   
   • all cultures contain dimensions and tensions that are called dialectics
   • this can explain variations within cultures
4. Culture in context
   
   • no human behavior is determined by a single cause
   • all behavior may be understood at many different levels simultaneously

Question 4

Hofstede Dimensions

Answer 4

• Masculinity
• Uncertainty Avoidance
• Individualism
• Power Distance
• Long-term Orientation
• Indulgence

Question 5

Schwartz’s Cultural Values Model

Answer 5

Question 6

How does culture influence negotiation?

Answer 6

Question 7

Four things to keep in mind for cross-cultural negotiations

Answer 7

1. negotiators may not be able to modify their approach effectively
2. even if negotiators can modify their approach effectively, it does not mean that this will translate automatically into a better negotiation outcome
3. negotiators may naturally negotiate differently when they are with people from their own culture than when they are with people from other cultures
4. moderate adaptions may be more effective than “acting as the Romany do”

Question 8

Different strategies for different forms of familiarity

Answer 8

• Low
  
  • use agents or mediators
• Moderate
  
  • adapt the other’s approach or coordinate adjustment
• High
  
  • fully embrace the other’s approach or craft a flexible tailor-made approach

Question 9

Cultural Intelligence Scale

Metacognitive CQ

Answer 9

• reflects mental processes that individuals use to acquire and understand cultural knowledge
• relevant capabilities: planning, monitoring, revising mental models of cultural norms
• High MCQ
  
  • consciously aware of others’ cultural preferences
  • question cultural assumptions
  • adjust their mental models

Question 10

Cultural Intelligence Scale

Cognitive CQ

Answer 10

• reflects knowledge of norms, practices, and conventions in different cultures acquired from education and personal experiences
• includes: knowledge of economic, legal, and social systems
• High CCQ
  
  • understand similarities and differences across cultures

Question 11

Cultural Intelligence Scale

Motivational CQ

Answer 11

• capability to direct attention and energy toward learning about and functioning in situations characterized by cultural differences
• driven by expectations and value of success
• High MCQ
  
  • direct attention and energy toward cross-cultural situations

Question 12

Cultural Intelligence Scale

Behavioral CQ

Answer 12

• capability to exhibit appropriate verbal and non-verbal actions when interacting with people from different cultures
• mental capabilities for cultural understanding and motivation must be complemented with the ability to exhibit appropriate verbal and non-verbal behaviors
• High BCQ
  
  • exhibit situationally appropriate behaviors based on their broad range of verbal and non-verbal capabilities