Navigating International Negotiations: A Communications and Social Interaction Style (CSIS) Framework

Nancy R. Buchan, Wendi L. Adair and Xiao-Ping Chen

Chapter 16 in Negotiation Excellence:Successful Deal Making, 2014, pp 271-292 from World Scientific Publishing Co. Pte. Ltd.

Abstract: Entering into cross-cultural negotiations is a bit like heading out as the captain of the Titanic. When surveying the negotiation terrain, you will easily spot the most evident parts of culture — food, music, history, art, literature, and language — these are the tips of the icebergs floating in the foreign sea. After studying these aspects carefully, it is possible to learn to navigate these parts of the cultural terrain. For example, discussions with your Chilean negotiation partner of Chilean literature, music and painting could help set the foundation for a relationship with them; it will demonstrate to them that you have an interest in their country and culture and that you are willing to take the time to get to know something about them prior to any discussion of business. Such extra measures could go far in helping to establish empathy and trust, particularly in a relationship-oriented culture, and could lead to a mutually beneficial negotiated agreement (Lewis, 2006)…

Keywords: Negotiation; Persuasion; Trust Building; Judgment Bias; Decision Making; Renault–Nissan Alliance; Arcelor and Mittal Steel Merger; Kraft Foods; Cadbury PLC; Walt Disney; Komatsu; Dresser (search for similar items in EconPapers)
Date: 2014
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