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2 edition of How do inter-cultural factors affect negotiation? found in the catalog.

How do inter-cultural factors affect negotiation?

Gillian Shevlin

How do inter-cultural factors affect negotiation?

a case study looking at the sale of SPP Pumps Ltd, a UK engineering company,to Kirloskar Brothers Lts, an Indian engineering company.

by Gillian Shevlin

  • 307 Want to read
  • 27 Currently reading

Published by Oxford Brookes University in Oxford .
Written in English


Edition Notes

Thesis (M.Sc.)- Oxford Brookes University, Oxford, 2004.

ContributionsDe Vita, Glauco., Oxford Brookes University. Business School.
ID Numbers
Open LibraryOL16404834M

The Role of Intercultural Communication Competency in Global Business Negotiations G lobal considerations impact everyday business decisions for companies large and small. Should we buy this component part from a U. S. supplier, or consider sourcing outside the United States? Where should we produce, market, and sell our products and services?File Size: KB. Culture impacts the ways in which people communicate as well as the strategies they use to communicate. The different life experiences people have based on cultural norms also affect the interpretation they have of messages delivered by others. Culture forms a paradigm through which a person views or experiences the world.


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How do inter-cultural factors affect negotiation? by Gillian Shevlin Download PDF EPUB FB2

The effect of culture on negotiation can be categorized into intercultural and cross-cultural and can be compared along cultural characteristics. Intracultural negotiation refers to negotiations within one’s own culture.

Cross-cultural negotiation concerns negotiation between individuals from different cultures. Examples of cultural characteristics include collectivist versus individualistic cultures.

In any negotiation, it is important to know how the other side is organized, who has the authority to make commitments, and how decisions are made.

Culture is one important factor that affects how executives organize themselves to negotiate a deal. Some cultures. include the conditions under which the negotiations take place.

Although all negotiations in general take place within the context mentioned above, each and every negotiation in particular is determined by the political, economic, social, and cultural systems of a country.

The theory of the negotiation process (Hendon &HendonFile Size: 38KB. Title: Intercultural Factors in Business Negotiation be-tween Japanese and Americans. APPROVED BY THE MEMBERS OF THE THESIS COMMITTEE: This thesis is a review of relevant literature on busi-ness negotiation between Japanese and American and an analy-sis of cultural differences in negotiation from an inter-Author: Yuko Nagatomo.

Rather, national culture is one of many factors that influence behavior at the negotiation table, albeit an important one.

[2] For How do inter-cultural factors affect negotiation? book, gender, organizational culture, international experience, industry or regional background can all be important influences as well.

[3]. The participants’ culture is one of the most powerful and influential factors that could give a stimulus or an obstacle to the negotiation process and outcome.

The cultural differences prevalent in the international negotiations influence the most verbal and nonverbal language within negotiation. These are all personal factors that affect how negotiators interact. Each of these elements involve emotions and can affect one’s objectives.

In summary, individuals do not always act logically when affected by emotions. These factors can affect one’s approach to and objectives in the negotiation. Ethics – In Ch. 9 – We discuss the. International Business Negotiations: Culture, Dimensions, Context Kęstutis Peleckis it can convey the differences between the different cultural dimensions among the negotiating parties.

Intercultural differences dimensions may influence the negotiation process between representatives of different factors which influence ethical. Negotiation is an essential business process, with the initiation of a negotiation likely to affect how the process unfolds.

Despite the fact that opportunities are often lost when one or more parties fail to initiate, initiation has until recently been overlooked in negotiation process models and research. Norms and values.- Negotiations are influenced by the norms and values of the organizations that they represent.

Relationship.- The meaning negotiating parties assign to relationships is a major influence on the process and outcome of negotiations. Power.- An important component of any negotiation is power. This paper examines the factors influencing negotiation process in cross border M&As. • We found that communication positively influence How do inter-cultural factors affect negotiation?

book & concurrent phase. • National and organisational cultural differences negatively influence the concurrent phase. • National culture moderates the relationship between communication Cited by: 1) Learn a bit about the culture you are going to be negotiating with – go online, read books or even better find someone from that culture willing to answer questions.

2) Understand their expectations from the negotiation process – prior to the meeting, pick up the phone or send an email with an agenda and some ideas on what you seek to achieve in order to prompt similar preferences from the other side. Ideally, our intercultural negotiation schemas help us avoid blunders when negotiating with a foreign counterpart and also help us understand behavior that might otherwise be puzzling, and is a helpful tool to overcome cultural barriers in negotiation.

Participants discuss how empowerment, power, and authority affect the negotiation process and outcome. Topics include how important it is to plan and prepare for a negotiation session. Upon completing this course, you will be able to: 1.

Learn about the nature of negotiation and how it. Exploring the factors influencing the negotiation process in cross-border M&A Article in International Business Review 25(2) October with 1, Reads How we measure 'reads'. Psychological Influence in Negotiation: An Introduction Long Overdue Abstract This paper discusses the causes and consequences of the (surprisingly) limited extent to which social influence research has penetrated the field of negotiation, and then presents a framework for File Size: KB.

“Cultural Factors that Influence Negotiation Styles in Business Settings” Given that culture is an integral component of cross national borders, it is important to be versed with its impact on business negotiation.

In a world where people are connected given the developments in information. Let's look at each of these points to get a better idea of how they could affect negotiations.

First, we can discuss whether the negotiating party is looking for just a one-shot type of business. Negotiating Goal and Basic Concept: How is the negotiation being seen. Is mutual satisfaction the real purpose of the meeting. Do we have to compete. Do they want to win.

Different cultures stress different aspects of negotiation. The goal of business negotiation may be a substantive outcome (Americans) or a long-lasting relationship (Japanese).

A STUDY ON CULTURAL FACTORS IN SINO-US BUSINESS NEGOTIATION 57 religion by some Western scholars because of its profound impact on the Chinese culture. During the long history of development in the United States, Christianity has evolved into many different schools and offshoots.

And the most popular one in America may be Size: KB. A MODEL OF INTER-CULTURAL NEGOTIATION Negotiation Negotiation is a form of social interaction. It is the process by which two or more parties try to resolve perceived incompatibl e goals (Carnevale & Pruitt, ).

In order to understand the effect of culture on negotiation, it is useful to have a mental model of negotiation.

What is the Cross-Cultural Negotiation project and series. In the early s, the United States Institute of Peace initiated a series of conceptual and country-specific assessments on the theme of cross-cultural negotiating (CCN) behavior.

In addition to the present volume, twelve book. Most negotiation advice centres on the mistakes all of us make. But individual differences in personality, intelligence and outlook could also affect your : The New York Times Syndicate.

The role of affect in cross-cultural negotiations influences the character of the negotiation process (George, Jones, & Gonzalez, ). Emotion can shape the dynamics of intercultural negotiation process (Kumar, ).

The planned employee retention plan might resonate with positive affect and emotion which in turn influences the cross-border Cited by: If you’re like most people, you wisely understand that cultural differences are likely to be a factor in negotiations.

Books, films, television shows, and personal experience help to shape intercultural negotiating schemas, or templates that provide a quick, easy way of reading a foreign counterpart. The extent to which cultural factors are likely to pose additional obstacles for an international negotiation will depend upon the individuals involved as well as the cultures and circumstances at issue.

Culture may deeply affect the dynamics within a negotiating team – whether formal or informal, egalitarian or highly conscious of rank. In some cultures, every bit of a contract is up for negotiation, while in others even a little negotiation can be taken as insult.

It's crucial for small business owners to have an idea of the cultural factors affecting a negotiation going in, whether or not you're doing business internationally.

In the question is how Kinesics and Proxemics affect communication between the neighboring countries and how they perceive these communication factors. Than in chapter 5 I will focus on intercultural interactions: to be more precise about differences in written communication () and language style ().

Factors influencing cross-cultural negotiations Many factors influence cross-cultural negations and should be considered before entering into negotiations with another culture.

Negotiators who understand certain aspects of cross-culture negotiations have the advantage over the negotiator who is not well prepared to negotiate with their foreign ing to Salacuse, preferences or goals.

Negotiation is a zero-sum game where one side wins and the other side loses. Integrative negotiation: the scope for trade-offs is determined on the relative importance of different factors to each party. Any negotiation involving a rangeFile Size: KB.

From a cultural perspective, Chinese businesspeople are known to be difficult to negotiate with. Their main objective is to seek the best bargain and maximize their organization’s utility. Although this statement may sound stereotypical, there is a level of truth to this.

This negotiation style is something engrained in to Chinese business culture. The negotiation tactics that worked when dealing with Canadian conglomerate may not work as well with a Japanese manufacturer. An understanding of the factors that affect negotiations across borders, oceans and cultures can help businesses achieve success on a global scale.

inter-cultural negotiations with American counterparts, than in intra-cultural negotiations with Chinese counter-parts.

Implications and future directions are discussed. Keywords Ethically questionable tactics Intra-cultural negotiations Inter-cultural negotiations Americans Chinese Ethics is an important concern during business negotiationsCited by: 3. analysis of these factors is still more important if the cultural background of the parties in-volved in the negotiation is different.

This is especially true in business relations and political negotiations between Western and Asian partners. Our study, therefore, will investigate nego-tiation behavior in. SEVEN ELEMENTS OF EFFECTIVE NEGOTIATIONS December – Jerome Slavik Adapted from Getting To Yes – Negotiating Agreements Without Giving In, R.

Fisher and W. Ury 1. RELATIONSHIP: AM I PREPARED TO DEAL WITH THE RELATIONSHIP. a) A good negotiating relationship is needed to address differences and Size: KB.

We examine the common stereotypical gender differences, and how women can be equally effective as men in negotiations when bargaining opposite one another.

In their book, Women Don’t Ask (), Linda Babcock and Sara Laschever state that 57% of male Carnegie Mellon graduate business students negotiate their starting salaries/5(4). Preparing for intercultural negotiations and dispute resolution. The next section will be divided into what can be done to prepare before negotiations begin, and strategies that can be used during actual problem-solving activities to accommodate different cultural patterns.

Understand that culture can make a difference and pay attention to it. FACTORS AFFECTING NEGOTIATION PROCESS AND OUTCOMES CONTINUING CHANNEL RELATIONSHIPS By Shankar Ganesan May, Chairman: Major Barton A. Department: Weitz Marketing This dissertation describes a study of the antecedents consequences of a retailer's long-term orientation in a negotiation situation.

According the conceptual framework proposed. Give-and-take is an important process, but negotiation is a complex social process man of the most important factors that shape negotiations result do to once during the negotiation but occur BEFORE the parties start to negotiate, or shape the context around the negotiation.

Introduction Communication is one of the primary concerns in every business. This includes verbal communication as well as non-verbal communication. The process of globalization creates a more international workforce in businesses. This means that studying cultural development becomes a necessity (Matusitz & Musambira, ).

Research in the field of intercultural. THE ROLE OF AFFECT DURING NEGOTIATIONS Interest in studying the effects of cross-cultural differences on negotiation style is growing (Tse, Francis & Walls, ; Tung, ).

Studies have sug-gested that people from different cul-tures use different negotiation approaches, and they do so because of differences in their perceptions of the.Cross cultural negotiations is about more than just how foreigners close deals. It involves looking at all factors that can influence the proceedings.

By way of highlighting this, a few brief examples of topics covered in cross cultural negotiation training shall be offered.Negotiation I. Introduction Negotiation is a skill used throughout life from infancy to adulthood. But a lot of factors and tactics are involved within it and even though negotiating may be something we do naturally and daily, doing it well can be a competitive advantage.