Cross Culture Negotiation
Written by:
Hooper, Christopher (section I, II (intro), II-c, III-a, III-b, IV, V)
Pesantez, Maria (section III-c)
Rizvi, Syed (section II-a-b)
Proof read and edited by:
Hood, Amanda
Hooper, Christopher
Pesantez, Maria
Rizvi, Syed
Cross-Cultural Communication and Negotiation – Spring 2005
MANA 4340, Section 00586
TTH: 2:30 – 4:00pm. Room 128 MH
Professor: Dr. Roger N. Blakeney
Table of Content
I. Introduction
II. Negotiation
A. The Western View: Direct confrontation
B. Types of Negotiations: Transactional and Dispute Resolutions
C. Forms of Negotiation: Distributive and Integrative
III. Culture
A. Individualism vs. Collectivism
B. Egalitarian vs. Hierarchy
C. High vs. Low-Context communication
IV. Culture and Context in Negotiation
A. Culture as Shared Values
B. Culture in Context
V. Summary
Introduction
More than ever Americans are expanding into the global markets, whether it is an individual trying to buy a rug while on vacation or a business seeking to form a joint venture in a new market. The commonality for all those who travel abroad is that some form of negotiation will be prevalent. This paper examines how cultural differences play a role in the outcomes of negotiations using Western culture as a basis for comparison. It begins by explaining what negotiation is, how it is carried out and describes different types and forms of negotiation. Next, the paper examines the cultural aspects of individualism vs. collectivism, egalitarianism vs. hierarchy, and high vs. low-context communication as well as the effect of culture and the contextual effect of role on the different forms of negotiation.
The importance of
information in the negotiating process is also discussed. It explains how communication styles and cultural differences can lead to unfavorable outcomes and how the opportunity for trade-offs in the negotiation process can be missed. Our intentions are for the reader to gain
Hooper, Christopher (section I, II (intro), II-c, III-a, III-b, IV, V)
Pesantez, Maria (section III-c)
Rizvi, Syed (section II-a-b)
Proof read and edited by:
Hood, Amanda
Hooper, Christopher
Pesantez, Maria
Rizvi, Syed
Cross-Cultural Communication and Negotiation – Spring 2005
MANA 4340, Section 00586
TTH: 2:30 – 4:00pm. Room 128 MH
Professor: Dr. Roger N. Blakeney
Table of Content
I. Introduction
II. Negotiation
A. The Western View: Direct confrontation
B. Types of Negotiations: Transactional and Dispute Resolutions
C. Forms of Negotiation: Distributive and Integrative
III. Culture
A. Individualism vs. Collectivism
B. Egalitarian vs. Hierarchy
C. High vs. Low-Context communication
IV. Culture and Context in Negotiation
A. Culture as Shared Values
B. Culture in Context
V. Summary
Introduction
More than ever Americans are expanding into the global markets, whether it is an individual trying to buy a rug while on vacation or a business seeking to form a joint venture in a new market. The commonality for all those who travel abroad is that some form of negotiation will be prevalent. This paper examines how cultural differences play a role in the outcomes of negotiations using Western culture as a basis for comparison. It begins by explaining what negotiation is, how it is carried out and describes different types and forms of negotiation. Next, the paper examines the cultural aspects of individualism vs. collectivism, egalitarianism vs. hierarchy, and high vs. low-context communication as well as the effect of culture and the contextual effect of role on the different forms of negotiation.
The importance of
information in the negotiating process is also discussed. It explains how communication styles and cultural differences can lead to unfavorable outcomes and how the opportunity for trade-offs in the negotiation process can be missed. Our intentions are for the reader to gain