2031899
Description
Mind Map by LIDA SALAZAR OSORIO, updated more than 1 year ago
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Created by LIDA SALAZAR OSORIO
over 9 years ago
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|
Fundamentals of International
Negotiation
- advice
- follow through observation
- strategies
- anticipating,
understanding of
differences,
analyze, priorities,
ability to influence,
show respect for
the other culture
- anticipating,
understanding of
differences,
analyze, priorities,
ability to influence,
show respect for
the other culture
- familiarity of the counterparty
- If familiarity is low,
hiring: experts,
translators, lawyers,
financial advisor
- the negotiator must
maintain control
- the negotiator must
maintain control
- If familiarity and culture is low,
hiring a mediator
- responsible for
educating culturally
parties
- responsible for
educating culturally
parties
- If familiarity is low,
hiring: experts,
translators, lawyers,
financial advisor
- follow through observation
- the complexity
- attention,
recognition,
translation,
behavior
- Culturally influenced
behavior of Negotiator A is
perceived through the
cultural lens of Negotiator B
- the differences
use them
- misinterpretation
- may result in
inappropriately adjusted
reactions
- may result in
inappropriately adjusted
reactions
- the parties
acknowledge the
differences
- for creating value
- misinterpretation
- the differences
use them
- attention,
recognition,
translation,
behavior
- negotiating style
- ties
- risk or factors
- experience
- deal
- attitude,
motivation,
communication,
emotion,
sensitivity, risk
- attitude,
motivation,
communication,
emotion,
sensitivity, risk
- deal
- ties
- influence culture
- behavior
- Interests and
priorities
- estrategias y patrones
- variables such as
negotiators’ personality
- Perception
- model of the perceptual
process in bilateral
negotiation
- selecting and
interpreting stimuli
- model of the perceptual
process in bilateral
negotiation
- the variety of
behavioral
differences
- Perception
- Interests and
priorities
- home, domestic
policies, government
management practices
- behavior
- culture
- group-level
- socialization or acculturation
- transmitted from one
generation to another
- preserved in time
- transmitted from one
generation to another
- socialization or acculturation
- set of attributes
- possess intangible or intangible
characteristics
- values and behaviors
- values and behaviors
- the socially
transmitted norms
- norms and beliefs
- norms and beliefs
- possess intangible or intangible
characteristics
- types of cultures
- corporate
- professional
- family
- diplomatic culture
- extend across the borders
- extend across the borders
- corporate
- group-level
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