Summary
This chapter discusses some of the factors that make international negotiation different, including environmental context. This chapter also described the effect of culture, how culture has been conceptualized. There are two important ways that culture has been conceptualized: culture as shared value, and culture dialectic.
We discussed 10 ways that culture can influences negotiation:
1.The definition of negotiation
2 The negotiation opportunity
3.The selection of negotiators
4.Protocol
5.Time sensitivity
6.Risk propensity
7.Groups versus individuals
8The nature of agreements
9.Communication
10.Emotionalism.
The chapter concludes with a discussion of culturally responsive strategies available to the international negotiator.
This chapter discusses some of the factors that make international negotiation different, including environmental context. This chapter also described the effect of culture, how culture has been conceptualized. There are two important ways that culture has been conceptualized: culture as shared value, and culture dialectic.
We discussed 10 ways that culture can influences negotiation:
1.The definition of negotiation
2 The negotiation opportunity
3.The selection of negotiators
4.Protocol
5.Time sensitivity
6.Risk propensity
7.Groups versus individuals
8The nature of agreements
9.Communication
10.Emotionalism.
The chapter concludes with a discussion of culturally responsive strategies available to the international negotiator.
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