Fundamentals of International Negotiation

advice
1. follow through observation
2. strategies
  1. anticipating, understanding of differences, analyze, priorities, ability to influence, show respect for the other culture
3. 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
the complexity
1. attention, recognition, translation, behavior
2. 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
    3. for creating value
negotiating style
1. ties
2. risk or factors
3. experience
  1. deal
    1. attitude, motivation, communication, emotion, sensitivity, risk
influence culture
1. behavior
  1. Interests and priorities
  2. estrategias y patrones
  3. variables such as negotiators’ personality
    1. Perception
      1. model of the perceptual process in bilateral negotiation
      2. selecting and interpreting stimuli
    2. the variety of behavioral differences
2. home, domestic policies, government management practices
culture
1. group-level
  1. socialization or acculturation
    1. transmitted from one generation to another
    2. 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
  2. professional
  3. family
  4. diplomatic culture
    1. extend across the borders

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Fundamentals of International Negotiation

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	Criado por LIDA SALAZAR OSORIO quase 10 anos atrás