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1、Chapter7InterculturalBusinessNegotiationLearningObjectiveBytheendofthischapter,youshouldbeabletoDefinetheinterculturalnegotiationprocessDiscusswaysinwhichculturaldifferencescanimpactinternationalnegotiationDistinguishbetweennegotiationmodelsandstylesNego
2、tiationTheword“negotiation”stemsfromtheRomanwordnegotiarimeaning“tocarryonbusiness”andisderivedfromtheLatinwordsneg(not)andotium(easeorleisure)NegotiationDefinedTwoormorepartieswithcommon(andconflicting)interestsenterintoaprocessofinteractionwiththegoalo
3、freachinganagreement(preferablyofmutualbenefit)InterculturalNegotiationDefinedInterculturalnegotiationinvolvesdiscussionsofcommonandconflictinginterestsbetweenpersonsofdifferentculturalbackgroundswhoworktoreachanagreementofmutualbenefit.WhatisIntercultur
4、alNegotiationLike?TheyfurtherexplainthatnegotiationstakeplacewithinthecontextofthefourCs:commoninterest,conflictinginterests,compromise,andcriteria.1.Commoninterestconsidersthatbothpartiesinthenegotiationshare,have,orwantsomethingthattheotherpartyhasordo
5、es.2.Areasofconflictinginterestsincludepayment,distribution,profits,contractualresponsibilities,andquality.3.Compromiseincludesareasofdisagreement.4.Thecriteriaincludeconditionsunderwhichthenegotiationstakeplace.InterculturalNegotiationVariablesAknowledg
6、eoftheotherside’scultureallowsanegotiatortocommunicate,tounderstand,toplan,andtoanticipatemoreeffectively.1.FactorsInfluencingBusinessNegotiationTheprocessofinternationalbusinessnegotiationisconsideredtobeinfluencedbytwogroupsofvariables.(1)Backgroundfac
7、torsTheparties’objectives;Otheraspectsincludethirdpartiesinvolved,suchasconsultants,agents,andtherespectivegovernment;Thepositionofthemarket(seller’svs.buyer’s)Theskillsandexperienceofthenegotiators.1.FactorsInfluencingBusinessNegotiation(2)Atmospherevar
8、iablesPerceivedcooperation/conflict–thatthepartieshavesomethingtonegotiateforandsomethingtonegotiateabout;Poweranddependence-thatoneofthepartiesgainsmorepowerintherelationship;Perceiveddistance-thatthepartiesareunabletound
