Module 10 - Intercultural Negotiations Flashcards
What are the 4 factors in intercultural negotiations that differ across cultures?
- expectations of negotiation outcomes
- composition of a team/ team members
- physical context
- communication and negotiating style
What will an individualist culture’s goal be in a negotiation?
signed contract, deal made
What will a collectivist culture’s goal be in a negotiation?
development of a relationship
What is a strategic negotiator?
a person who sees the process as something to be won with competitiveness and cleverness; usually suspicious towards the other side; confrontational; high individualism; high masculinity
What is a synergistic negotiator?
a person who avoids confrontation; usually cooperative & aims to focus on common interests; high collectivism; high femininity
What physical factors/ context can vary in a negotiation depending on the cultures of its players?
- site and space
- location
- schedule
- agenda
What do Western cultures do in negotiations that include issues? Focus on unresolved or resolved issues?
Unresolved; aim to work through all unresolved issues until all are in agreement
What do Asian cultures do in negotiations that include issues? Focus on unresolved or resolved issues?
Resolved; aim to focus on already agreed upon issues & assume rest will be resolved as part of the relationship
What are the 4 phases of a negotiation?
- relationship development
- information exchange
- persuasion
- concessions and agreement
What differences may occur between cultures in the concessions and agreement phase of a negotiation
- differ in preferred method of agreement
- Western prefers specifics and detailed contracts
- Asian prefers general agreements and assume any further disagreements will be handled fairly in the context of the relationship
