Cultural Diversity in International Negotiation

Cultural diversity can create challenging circumstances for international negotiators. Not only is it important to understand specific cultural factors that differ among delegations, but it is also important to evaluate how the factors of one culture interact with the factors of the other. 

For the first paragraph of your posting, discuss the advantages and dangers of creativity in the international negotiation process.

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For the second paragraph of your posting, select any one of the following bullet points and address all elements of your chosen bullet point. Select a different bullet point section than what your classmates have already posted so that we can engage several discussions on relevant topics. If all the bullet points have been addressed, then you may begin to re-use the bullet points with the expectation that varied responses continue.

  • Ethical issues may arise in the areas of information sharing and information technology (IT) investments. What are some examples of such ethical issues? How can effective international negotiators address them?
  • Ethical issues of third-world nations may involve a total absence of infrastructure and quality-of-life support mechanisms. Can you think of ways these issues can cause ethical dilemmas in the negotiation process? How can you develop effective strategies to overcome ethical issues of third-world nations?
  • Compare and contrast hierarchical versus egalitarian cultures. How will such differences impact international negotiations? How should negotiators address such differences?
  • Compare Hofstede’s dimensions of culture with the GLOBE study dimensions of culture. How are they similar? Different? What are the implications for negotiators and leaders? 
  • Assess negotiation styles and their cultural impact, including goals, attitudes, personal styles, communication, time sensitivity, emotionalism, forms of agreement, team organization, and risk taking.

The final paragraph (three or four sentences) of your initial post should summarize the one or two key points that you are making in your initial response.

Feel free to use other scholarly sources

Brett, J. M. (2014). Negotiating Globally, (3rd ed.). San Francisco, CA: Jossey-Bass. ISBN: 9781118602614

Lewicki, R. J., Saunders, D. M. and Barry, B. (2014). Negotiation: Readings, Exercises, and Cases. New York, NY: McGraw-Hill. ISBN: 9780077862428


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