differences
Currency
Desired
fluctuations and foreign exchange
Relationship between negotiators before and
outcome of negotiations
during negotiation
Foreign Govt and bureaucracy
McGraw-Hill/Irwin
© 2004 The McGraw-Hill Companies, Inc., All Rights Reserved.
Environmental context
Salacuse (1988) suggests that negotiators facing unstable circumstance should include clauses in their contacts that allow easy cancellation or neutral arbitration, and consider purchasing insurance policies to guarantee contract provisions.
• Levels of conflict • Relationship between
negotiators • Desired outcomes • Immediate stakeholders
McGraw-Hill/Irwin
© 2004 The McGraw-Hill Companies, Inc., All Rights Reserved.
Taxes that an organization pays
Labor codes or standards
Different codes of contract law and standards of enforcement
Political consideration...
• International economics
The exchange value of international currencies naturally fluctuates
Any change in the value of currency
McGraw-Hill/Irwin
© 2004 The McGraw-Hill Companies, Inc., All Rights Reserved.
McGraw-Hill/Irwin
© 2004 The McGraw-Hill Companies, Inc., All Rights Reserved.
1、What makes international negotiation different?
Environmental context
• Political and legal pluralism
Environmental context
FIGURE 16.1 The context of international negotiations
Immediate context
Legal pluralism
Political pluralism
Relative bargaining
External context
power of negotiators and
nature of dependence
Levels of conflict
underlying potential Negotiation
negotiations
process andImmediate stakehldersCultural
outcomes
• International economics • Foreign governments
and bureaucracies • Instability • Ideology • Culture • External stakeholder
Immediate context • Relative bargaining power
Instability and change
Ideological differences
McGraw-Hill/Irwin
© 2004 The McGraw-Hill Companies, Inc., All Rights Reserved.
Environmental context
• Political and legal pluralism：
《国际商务谈判》罗伊列维奇原版课件-第十章PPT
McGraw-Hill/Irwin
© 2004 The McGraw-Hill Companies, Inc., All Rights Reserved.
The titles
1. What Makes International Negotiation Different?
2. Conceptualizing Culture and Negotiation. 3. The Influence of Culture on Negotiation.
(both the managerial perspectives and the research perspectives ) 4. Culturally Responsive Negotiation Strategies.
shortage of other goods and service (food, reliable transportation potable water); and political instability (coups, sudden shifts in government policy, major currency revaluations )
Environmental context
• Foreign governments
The extent to the government regulates industries and organizations
• Instability
Lack of resource that American commonly expect during business negotiation (paper,electricity,computers);