International and Cross-Cultural Negotiation, Summary

Team 3
Ajiboye Oyeleke

Summary and Reflection
INTERNATIONAL AND CROSS-CULTURAL NEGOTIATION
The chapter focused on international and cross-cultural negotiation, the various fields of negotiation that spans between countries. The chapter discussed the reasons for difference in International negotiation, Phatak and Habib agreed that two overall context, the environment and immediate context have an influence in international negotiation. In the environmental context, factors such as political and Legal Pluralism, International Economies, foreign Governments and bureaucracies, instability, Ideology, culture, external stake holders have an effect on the environmental factors while the factors that influence the immediate context are relative bargaining power, Levels of conflict, relationship between negotiators, desired outcomes and the immediate stakeholders all play a major role in its influence, understanding the multiple influences of several factors in the negotiation process and outcome to update this understanding regularly as circumstances change is important.
The chapter also discussed how to conceptualize culture and discussed ways culture influences negotiation, which are through the definition of negotiation, negotiation opportunity, selection of negotiators, protocol, communication, time sensitivity, risk propensity e.t.c. The effects of culture on negotiation outcomes, negotiation process, negotiation cognition, and negotiator ethics. The chapter also discussed how to manage cultural differences in negotiation. The negotiation process can only be scale through successfully if the various culture are understood.