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* * * * * * * * * * * * * * * * * * KANG Rong * McGraw-Hill/Irwin Copyright ? 2010 by The McGraw-Hill Companies, Inc. All rights reserved. CHAPTER SIXTEEN International and Cross-Cultural Negotiation International Negotiation:Art and Science International negotiations are much more complex than domestic negotiations. They challenge the negotiators to understand the science of negotiation while developing their artistry. The science of negotiation provides research evidence to support broad trends that often, but not always, occur during negotiation. The art of negotiation is deciding which strategy to apply when, and choosing which models and perspectives to apply to increase cross-cultural understanding. 16-* What Makes International Negotiations Different? Two overall contexts have an influence on international negotiations: 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 16-* Environmental Context Factors that make international negotiations more challenging than domestic negotiations include: Political and legal pluralism International economics Foreign governments and bureaucracies Instability Ideology Culture External stakeholders 16-* Immediate Context “Factors over which the negotiators have influence and some measure of control”: Relative bargaining power Levels of conflict Relationship between negotiators Desired outcomes Immediate stakeholders 16-* The Contexts ofInternational Negotiations 16-* How Do We Explain International Negotiation Outcomes? International negotiations can be much more complicated Simple arguments cannot explain conflicting international negotiation outcomes The challenge is to: Understand t