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
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
