Beruflich Dokumente
Kultur Dokumente
NEGOTIATION
HELEN PENG
CONTENTS
• Power distance
• Masculinity/femininity
• Uncertainty avoidance
• Individualism/collectivism
• Time orientation
• How does this framework help the n • Recognize that the other party may
egotiators? not share your view of what consti
• China tutes power
• Buyer/Seller Relationship • Avoid attribution errors
• Advice for cross cultural negotiat • Find out how to show respect in th
ions e other culture
• Advice for international negotiato • An example: know your options for
rs change
• Anticipate differences in strategy • Conclusion: We suggested that negotiators l
earn to analyze cultural differences to identify
and tactics that may cause misunde differences in values that could expand the pie,
rstandings recognize different conceptions of power, avoid
attribution errors, find out how to show respect
• Analyses cultural differences to i in other cultures, and assess options for change
dentify differences in values that , including interaction, assimilation, separatio
n, and marginalization.
expand the pie