国际商务谈判罗伊列维奇原版第十章
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CHAPTER 10
International and Cross-Cultural Negotiation
Байду номын сангаас
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.
Environmental context
Salacuse (1988) suggests that negotiators facing unstable circumstance should include clauses in their contacts that allow easy cancellation or neutral arbitration, and consider purchasing insurance policies to guarantee contract provisions.
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
• 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);
Immediate context • Relative bargaining power
• Levels of conflict • Relationship between
negotiators • Desired outcomes • Immediate stakeholders
Environmental context
Instability and change
Ideological differences
Environmental context
• Political and legal pluralism：
Taxes that an organization pays Labor codes or standards Different codes of contract law and standards of
Desired
fluctuations and foreign exchange
Relationship between negotiators before and
outcome of negotiations
during negotiation
Foreign Govt and bureaucracy
1、What makes international negotiation different?
Environmental context
• Political and legal pluralism
• International economics • Foreign governments
and bureaucracies • Instability • Ideology • Culture • External stakeholder
The titles
1. What Makes International Negotiation Different?
2. Conceptualizing Culture and Negotiation. 3. The Influence of Culture on Negotiation.
(both the managerial perspectives and the research perspectives ) 4. Culturally Responsive Negotiation Strategies.
nature of dependence
Levels of conflict
underlying potential Negotiation
negotiations
process and
Immediate stakeholders
Cultural
outcomes
differences
Currency
enforcement Political consideration...
• International economics
The exchange value of international currencies naturally fluctuates
Any change in the value of currency
FIGURE 16.1 The context of international negotiations
Immediate context
Legal pluralism
Political pluralism
Relative bargaining
External context
power of negotiators and
International and Cross-Cultural Negotiation
Байду номын сангаас
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.
Environmental context
Salacuse (1988) suggests that negotiators facing unstable circumstance should include clauses in their contacts that allow easy cancellation or neutral arbitration, and consider purchasing insurance policies to guarantee contract provisions.
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
• 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);
Immediate context • Relative bargaining power
• Levels of conflict • Relationship between
negotiators • Desired outcomes • Immediate stakeholders
Environmental context
Instability and change
Ideological differences
Environmental context
• Political and legal pluralism：
Taxes that an organization pays Labor codes or standards Different codes of contract law and standards of
Desired
fluctuations and foreign exchange
Relationship between negotiators before and
outcome of negotiations
during negotiation
Foreign Govt and bureaucracy
1、What makes international negotiation different?
Environmental context
• Political and legal pluralism
• International economics • Foreign governments
and bureaucracies • Instability • Ideology • Culture • External stakeholder
The titles
1. What Makes International Negotiation Different?
2. Conceptualizing Culture and Negotiation. 3. The Influence of Culture on Negotiation.
(both the managerial perspectives and the research perspectives ) 4. Culturally Responsive Negotiation Strategies.
nature of dependence
Levels of conflict
underlying potential Negotiation
negotiations
process and
Immediate stakeholders
Cultural
outcomes
differences
Currency
enforcement Political consideration...
• International economics
The exchange value of international currencies naturally fluctuates
Any change in the value of currency
FIGURE 16.1 The context of international negotiations
Immediate context
Legal pluralism
Political pluralism
Relative bargaining
External context
power of negotiators and