Negotiation 8. Global Negotiation

Chapter 8. Global Negotiation

Summary

This chapter examines various aspects of a growing field of negotiation that explores the complexities of negotiation across borders. The chapter begins with a discussion of the American negotiating style, from both American and non-American perspectives. While there is a great deal of consistency in perceptions of the negotiation style, it is important to remember that there is also a lot of variability within cultures.
Next, we examined the results of a research of research program by John Graham and his colleagues that compared American negotiators with negotiators from several countries. The process of negotiation differed across countries, however suggesting that here is joke then one way to attain the same negotiation outcome. We then examined some of the actors make cross- border negotiations different. We then disused Sakacyes's description of the environmental factors that Influences global negotiations;
1) Political and legal
2) Internationals economics
3) Foreign governments and bureaucracies
4) Ideology
5) Culture

The chapter concluded with a discussion of how to manage cultural difference when negotiating across. Weiss presents eight different culturally responsible Strategies that negotiators can use with a negotiator from a different culture. Some of these strategies may be used individually, whereas others are used jointly with the other negotiator. However, even those with high familiarity with another culture are faced with a daunting task if they want to modify their strategy completely, when they deal with the other culture.