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CHAPTER 10 International and Cross-Cultural Negotiation Introduction We discuss this chapter by the following manner : First we discuss some of the factors that make international negotiation different. Then we turn to a discussion of the most frequent studied aspect of international negotiation. Next we examine the influence of culture on negotiations . We conclude this chapter with a discussion of cultural responsive strategies available to the international negotiator. The titles What Makes International Negotiation Different? Conceptualizing Culture and Negotiation. The Influence of Culture on Negotiation. (both the managerial perspectives and the research perspectives ) Culturally Responsive Negotiation Strategies. Environmental context Political and legal pluralism International economics Foreign governments and bureaucracies Instability Ideology Culture External stakeholder Immediate context ? Relative bargaining power Levels of conflict Relationship between negotiators Desired outcomes Immediate stakeholders Environmental context Political and legal pluralism： Taxes that an organization pays Labor codes or standards Different codes of contract law and standards of enforcement Political consideration... International economics The exchange value of international currencies naturally fluctuates Any change in the value of currency Environmental context Foreign governments The extent to the government regulates industries and organizations Instability Lack of resource that American commonly expect during business negotiation (paper,electricity,computers); shortage of other goods and service (food, reliable transportation potable water); and political instability (coups, sudden shifts in government policy, major currency revaluations ) Environmental context Salacuse (1988) suggests that negotiators facing unstable circumstance should include clauses in their contacts that allow easy cancellation or neutral arbi
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