11.2 International negotiation
Key Takeaways
Partiesengaged in international negotiation face tough problems when there is a lack asolid understanding of a counterpart’s culture.
Like any differences between groups, cultural differences are usually small, on average. Nonetheless, when we prepare for an international negotiation, we tend to overuse the stereotypes that arise from these small differences, and these stereotypes block us from noting important individuating information.
Cultural barriers to communication in negotiation don’t hinge precisely on where a negotiator happens to have been born. Rather, they depend on what that negotiator does at the bargaining table. The ability to engage in constructive communication – by revealing and interpreting information – matters much more than the negotiator's passport.
When determining your international negotiation strategies, keep in mind that your strategies may need to be different from those you use at home.
It’s also worth noting that during an international negotiation, even when negotiators believe they sincerely want to reach an outcome that is fair to all, their perceptions of what constitutes a fair agreement are likely to be self-serving. As a result, they are likely to believe they deserve a greater share of a given resource than an unbiased observer would judge to be fair.
视频1：What is BATNA?
视频2：Assess yourself before negotiation
视频3：Assess your opponent before negotiation
视频4：Assess the situation before negotiation
课件分享：International negotiation and cross-cultural communication
课后思考：FOOD FOR THOUGHT
What is the relationship between BATNA and reservationa point?
Why do you think we need to assess the situation before negotiation?
