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Lecture15CulturalVariationsinNegotiationStyleI.DefinitionofnegotiationTheword“negotiation”stemsfromtheRomanword“negotiari”(tocarryonbusiness)andisderivedfromtheLatinroots“neg”(not)and“otium”(easeorleisure).Theoriginaldefinitionofnegotiationisthebusinessinvolvinghardwork.Amoderndefinitionofnegotiationistwoormorepartieswithcommonorconflictinginterestswhoenterintoaprocessofinteractionwiththegoalofreachinganagreement(preferablyofmutualbenefits).II.DefinitionofInterculturalnegotiationAccordingtoMoranStripp(1991),interculturalnegotiationinvolvesdiscussionsofcommonandconflictinginterestsbetweenpersonsofdifferentculturalbackgroundswhoworktoreachanagreementofmutualbenefit.IttakesplacewithinthecontextofFourCs:(1)commoninterest(2)conflictinginterests(3)compromise(4)criteriaIII.ChallengesofInterculturalnegotiationTherearemorechallengesintheinterculturalnegotiation,wherepartiesbelongtodifferentculturesanddon’tsharethesamewaysofthinking,feelingandbehavior.Thenegotiationprocessismorecomplexbecauseculturalnormsmayaffecteffectivecommunication.Thenegotiationstyleyouuseathomecanbeineffectiveandinappropriatewhendealingwithpeoplefromdifferentculturalbackgrounds.IV.InterculturalNegotiationModelsGhauri(1983)indicatesfourmodelsofnegotiations(1)Social-psychologicalmodel社会-心理模式(2)Principlemodel原则模式(3)Directionalmodel方向模式(4)Interactionmodel互动模式(5)Packagedealmodel配套交易模式IV.InterculturalNegotiationModels(1)Social-psychologicalmodel社会-心理模式Thismodelhas5parts:PartOne:thegoaltoreach;PartTwo:thecommunicationandactionsPartThree;theoutcomesforeach;PartFour:thepre-existingrelationshipandculturalfactorsPartFive:theconditionwherethenegotiationsareconducte
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