Ch 11 Flashcards
What is a context factor in cross-cultural negotiations?
Environmental context: forces that neither negotiator controls
Immediate context: factors negotiators have some control over
What factors influence relative bargaining power?
management control of the project
How is culture used in international negotiation?
learned behavior, shared value, dialectic, context
What is the “culture-as-shared-value” approach?
Understanding central values and norms
Individualism/collectivism, Power distance, Career success/quality of life, Uncertainty avoidance
What is the individual/collectivism dimension?
the extent to which the society is organized around individuals or the group
What is power distance?
The extent to which the less powerful members accept that power is distributed unequally
What do negotiators from high uncertainty-avoidance bring to negotiation?
less comfortable with ambiguous situations–want more certainty on details, etc.
What will risk-avoiding cultures negotiators seek?
further information and take a wait-and-see stance
How will group-oriented cultures face issues and materials?
with a series of discussions over the same issues and materials with many different people
Which strategy can negotiators with low familiarity of the other culture select?
employ agents or advisers
bring a mediator
make other party use your approach
What are joint strategies for cross-cultural negotiations?
bring a mediator
coordinate adjustment
make other party use your approach
improvise an approach
effect symphony
When is “adapting to the other party’s approach” best used?
Involves making conscious changes to your approach so it is more appealing to the other party
What is meant by “coordinate adjustment”?
Involves both parties making mutual adjustments to find a common process for negotiation
What is the “embrace the other party’s approach” strategy?
negotiator needs to completely bilingual and bicultural
What is the “effect symphony” approach?
create a new approach that may include aspects of either home culture or adopt practices from a third culture
