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Back to: Negotiations & Communications Familiarity and culturally- responsive negotiation strategies?Weisss (1994) culturally responsive strategies may be arranged into three groups, based on the level of familiarity (low, moderate, high) that a negotiator has with the other party's culture. Within each group there are some strategies that the negotiator may use individually (unilateral strategies) and others that involve the participation of the other party (joint strategies).
How Personal Factors Affect Inter-Cultural negotiation strategies?The following personal factors tend to predict success in intercultural negotiation and should be considered when selecting an intercultural negotiation strategy.
How to Carry our a Negotiation Strategy Across CulturesWhen effectuating a negotiation strategy, seek to understand the other party's culture. Find out how to show respect in the other culture. Identify cultural nuances, such as perception of personal relationships, physical interaction, and time or deadlines. Anticipate and seek to identify strategies and tactics that may cause misunderstandings due to cultural differences. For example, recognizing that some cultures may not share your view of what constitutes power. You should also attempt to analyze cultural differences to identify differences in values that afford the opportunity to expand the pie. Avoid attribution errors, which is the tendency to ascribe someones behavior or the occurrence of an event to the wrong cause. Some actions and decisions of the counter party will be reflective of cultural norms; however, you need to be conscious that some decisions and actions in a negotiation are subjective and not related to cultural tendencies. |