Fundamentals of International Negotiation

Description

Mind Map on Fundamentals of International Negotiation, created by LIDA SALAZAR OSORIO on 14/02/2015.
LIDA SALAZAR OSORIO
Mind Map by LIDA SALAZAR OSORIO, updated more than 1 year ago
LIDA SALAZAR OSORIO
Created by LIDA SALAZAR OSORIO over 9 years ago
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Resource summary

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