Intercultural Negotiation in International Business, Salacuse (1999) - ARTICLE SUMMARY
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Course
People in Business and Society
Institution
Vrije Universiteit Amsterdam (VU)
I made a clear summary for you of the article called 'Intercultural Negotiation in International Business' by Salacuse, J. W. (1999). It includes all the important parts of the article.
Intercultural Negotiation in International Business
Salacuse, J. W. (1999)
Four elements of culture
1. Behaviour
2. Attitudes
3. Norms
4. Values
The process of understanding the culture of a counterpart in a negotiation is similar to peeling
an union.
The effect of cultural differences on negotiation
Misunderstandings in communication (different understanding of words)
Interpreting actions (time to response: prompt answer/response after silence)
The form and substance of the deal you are trying to make
Negotiation style: the way persons from different cultures conduct themselves in negotiation
sessions
Ten factors of negotiating style
1. Negotiation style
Contract vs. relationship
2. Attitudes to the negotiation process
Win/win vs. win/lose
3. Personal styles
Formal vs. informal
4. Styles of communication
Direct vs. indirect
5. Time sensitivity
High vs. low
6. Emotionalism
High vs. low
1
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