Summary
Culture and Negotiation, Brett (2000) - ARTICLE SUMMARY
- Course
- Institution
Structured summary of the article called 'Culture and Negotiation' by Jeanne M. Brett (2000) in International Journal of Psychology.
[Show more]
Seller
Follow
estclaudinem
Reviews received
Content preview
Culture and NegotiationJeanne M. Brett (2000), International Journal of Psychology
A MODEL OF INTER-CULTURAL NEGOTIATION
Negotiation
Western mental model of negotiation (as a starting point):
Direct Confrontation:
Western bias > Negotiations can be, and in many cultures frequently are, carried out indirectly
through third parties (agents/mediators/go-betweens).
Types of Negotiations:
Negotiations may be transactional with buyers and sellers, or directed toward the resolution of
conflict (perceived goal incompatibility) or disputes (a rejected claim).
Distributive and Integrative Agreements:
Distributive agreements: divide a fixed set of resources among the parties; the division can be
equal, which is sometimes what is meant by the term ``compromise,’’ or unequal.
Integrative agreements: distribute an enhanced set of resources.
> can help parties avoid impasse
> suboptimal agreements leave sources on the table
Processes That Lead to Distributive and Integrative Agreements:
Transactional negotiations
Power:
- Typically the economic power of alternatives
- Social power: party’s social status within the market
- Normative standards of fairness
Information:
- Information about parties’ power
Resolution of disputes:
Power:
- Economic and social power, and normative standards of fairness
- Legal standards
Information:
- Information about parties’ power
- Information about parties’ interests, or the reasons why they take the
positions they do
1
The benefits of buying summaries with Stuvia:
Guaranteed quality through customer reviews
Stuvia customers have reviewed more than 700,000 summaries. This how you know that you are buying the best documents.
Quick and easy check-out
You can quickly pay through credit card or Stuvia-credit for the summaries. There is no membership needed.
Focus on what matters
Your fellow students write the study notes themselves, which is why the documents are always reliable and up-to-date. This ensures you quickly get to the core!
Frequently asked questions
What do I get when I buy this document?
You get a PDF, available immediately after your purchase. The purchased document is accessible anytime, anywhere and indefinitely through your profile.
Satisfaction guarantee: how does it work?
Our satisfaction guarantee ensures that you always find a study document that suits you well. You fill out a form, and our customer service team takes care of the rest.
Who am I buying these notes from?
Stuvia is a marketplace, so you are not buying this document from us, but from seller estclaudinem. Stuvia facilitates payment to the seller.
Will I be stuck with a subscription?
No, you only buy these notes for $3.75. You're not tied to anything after your purchase.
Can Stuvia be trusted?
4.6 stars on Google & Trustpilot (+1000 reviews)
67474 documents were sold in the last 30 days
Founded in 2010, the go-to place to buy study notes for 14 years now