After studying this chapter you will be able to understand: The problems associated with cultural stereotypes, how culture influences behaviors at the negotiation table, common kinds of problems that crop up during international business negotiations, the similarities and differences in communication behaviors in several countries,. | Negotiating with International Customers, Partners, and Regulators Chapter 19 Learning Objectives LO1 The problems associated with cultural stereotypes LO2 How culture influences behaviors at the negotiation table LO3 Common kinds of problems that crop up during international business negotiations LO4 The similarities and differences in communication behaviors in several countries LO5 How differences in values and thinking processes affect international negotiations LO6 Important factors in selecting a negotiation team LO7 How to prepare for international negotiations LO8 Managing all aspects of the negotiation process LO9 The importance of follow-up communications and procedures LO10 The basics of inventive international negotiations International Negotiations Face-to-face negotiations are an omnipresent activity in international commerce Plans are usually implemented through face-to-face negotiations with business partners and customers from foreign countries Executives must also negotiate with representatives of foreign governments In many countries, governmental officials may also be joint venture partners and, in some cases, vendors The Dangers of Stereotypes Negotiations are not conducted between national stereotypes ; negotiations are conducted between people, and cultural factors often make huge differences For example, we might expect substantial differences in negotiation styles between English-speaking and French-speaking Canadians In addition to the influence of culture, individual personalities and backgrounds and a variety of situational factors also heavily influence behavior at the negotiation table—and it is the manager’s responsibility to consider these factors The Pervasive Impact of Culture on Negotiation Behavior Looking broadly across the several cultures, two important lessons stand out: Regional generalizations very often are not correct. For example, Japanese and Korean negotiation styles are quite similar in some ways, but in . | Negotiating with International Customers, Partners, and Regulators Chapter 19 Learning Objectives LO1 The problems associated with cultural stereotypes LO2 How culture influences behaviors at the negotiation table LO3 Common kinds of problems that crop up during international business negotiations LO4 The similarities and differences in communication behaviors in several countries LO5 How differences in values and thinking processes affect international negotiations LO6 Important factors in selecting a negotiation team LO7 How to prepare for international negotiations LO8 Managing all aspects of the negotiation process LO9 The importance of follow-up communications and procedures LO10 The basics of inventive international negotiations International Negotiations Face-to-face negotiations are an omnipresent activity in international commerce Plans are usually implemented through face-to-face negotiations with business partners and customers from foreign countries Executives must .
