CULTURAL DIFFERENCES AND NEGOTIATION

CULTURAL DIFFERENCES AND NEGOTIATION

1. The methods of negotiation vary with culture

   • Communication difficulties
     • Cultural factors
       • Attitude
       • Social structure
       • Cognitive pattern
       • Non-verbal expressions
       • Spatial usage and organization
       • Understanding of time
       • Roles and interpretation
       • Language

2. Aspects

   • Natural agreement
     • It depends on the culture
   • Group and individual
     • Individualistic country
       • Independence
       • Audacity
       • Singularity
     • Collectivistic Country
       • Group decisions
       • Shared responsibility
   • Risk trends
     • Negotiator's willingness to take risks
     • Decision making
       • Enough information
     • Minimize risks
     • Practicality
   • Definition of negotiation
     • Americans
       • Competitive process
       • Proposals and counterproposals
     • Japanese
       • Opportunity to share information
   • Selection of negotiators
     • Weighting among the following aspects
       • Credentials
       • Relationship
       • Gender
       • Age
       • Experience
       • Social status
   • Negotiation rituals
     • Rituals for the different factors of culture
     • The desire for ritual can be seen as disrespect
   • Communication
     • Verbal or non-verbal expression
     • Be aware of unique communication behaviors or habits
   • Time
     • Varies the rights of culture
       • Linear-separable time
       • Circular-traditional time
       • Procedural-traditional time

3. Multinational Negotiation

   • Factors
     • Cultural
     • Politics
     • International economy
     • Individual ideas
     • Society
     • Governamental and administrative system
     • Language