Topic 4

Topic 4

1. Posturing strategy

   • Telling other party about negotiator status and ask for their sympathy to influence
   • Reciprocal occurs in first quarter then decline
   • Low-context involved in first quarter
   • No cultural difference after first quarter

2. Persuasion strategy

   • Making rational arguements
   • Require to own info on other party's interest to be effective
   • To generates concession

3. Offer stratergy

   • Focus on single issue and use offer to state position and claim
   • Reciprocation of offer increase over time
   • H-context negotiator reciprocation at a higher rate compare to L-context

4. Questioning strategy

   • H-context reciprocating less than L-context
   • H-context share information directly when negotiaton
   • Reciprocal increase in the second quarter

5. Strategy and outcomes

   • H-context negotiators
     • Avoid reciprocating
     • Don't respond posturing without info
   • L-context negotiators
     • Shares info using questioning strategy
     • Respond posturing with offers
   • Mixed- context negotiator
     • Engage in reciprocal info
     • Respond to posturing with info and offer

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