Download or read book The Moderating Effects of Cultural Identity on International Negotiation Outcomes written by Michael A. Gross and published by . This book was released on 2008 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: We extend a theoretical framework that proposes how observable and non-observable attributes of diversity affect outcomes for individuals, groups, and organizations, and the mediating processes (i.e., affective, cognitive, symbolic, and communications) through which diversity affects these outcomes. We consider this framework within the context of culture and international negotiation by applying it within this context, proposing that observable and non-observable attributes of ethnic culture activate these mediating processes. Furthermore, we argue that the extent to which negotiators identify with their respective ethnic culture moderates the effects of these mediating processes on the negotiators' ability to achieve a successful negotiation outcome.
Download or read book Cultural Impact on Models of Negotiation using the Example of Distributive Negotiations written by Niklas Dahlen and published by GRIN Verlag. This book was released on 2018-05-16 with total page 110 pages. Available in PDF, EPUB and Kindle. Book excerpt: Bachelor Thesis from the year 2014 in the subject Business economics - Miscellaneous, grade: 1,3, EBC University Hamburg, language: English, abstract: Published in 1982, Howard Raiffa’s book "The Art and Science of Negotiation" constitutes the dawn of a new era with its asymmetrically prescriptive/descriptive orientation. It consolidated distinctive approaches, boosted research and overcame thinking barriers. In times of a globalized, highly interdependent world with multibillion dollar cross border M&A transactions, international business negotiations are an essential part of the global economy and shape a company’s success. This thesis describes the cultural dimensions of Hofstede and Hall and additionally Raiffa’s negotiation analysis from the perspective of distributive negotiations. A new approach for international business negotiations is introduced which should enable negotiators to deal with differences at an international stage. In order to understand if and how culture affects negotiation hypotheses are derived from theoretical grounded work. By conducting several interviews with negotiators from different cultural backgrounds, tendencies are illustrated and the question whether further empirical research is needed is answered. The interviews show that negotiations between individuals from countries with different power distance indexes often lead to non-agreements. Moreover, the interviewees think that negotiators with an individualist mindset are more likely to reach an agreement in distributive negotiations. Lastly, the interview reveals that negotiators from a country scoring high in masculinity tend to apply rather distributive than integrative negotiation styles. Further validation of the hypotheses with case stud-ies and experiments have yet to be conducted.
Download or read book International Business Negotiations written by Pervez N. Ghauri and published by Emerald Group Publishing. This book was released on 2003-09-30 with total page 548 pages. Available in PDF, EPUB and Kindle. Book excerpt: Provides an understanding about the impact of culture and communication on international business negotiations. This work explores the problems faced by Western managers while doing business abroad and offers guidelines for international business negotiations. It also focuses on an important aspect of international business: negotiations.
Download or read book International Negotiation written by Glen Fisher and published by . This book was released on 1980 with total page 78 pages. Available in PDF, EPUB and Kindle. Book excerpt: Intended for professionals who work internationally, the booklet addresses the cross-cultural communication process that is involved whenever persons of widely differing backgrounds attempt to reach agreements. Three countries (Japan, Mexico, and France) are compared and a line of questioning and analysis that a negotiator might find useful, whatever the national identity, is suggested. The first of six sections presents a broad overview of the social psychology of cross-cultural negotiation; the next five sections each deal with a particular "consideration" involved in the process. The first consideration involves understanding the way that negotiators view the negotiation encounter itself (the session's social meaning, who should attend, what kind of conversations should take place, with what courtesy, and with what expected style of debate). The second consideration is concerned with ways that cultural background affects decision making style. The effect of "national character" on the negotiation process, a third consideration, involves the effect of national self-image on negotiation, specific values and implicit assumptions of negotiators, and cultural differences in styles of logic, reasoning, and persuasion. The fourth consideration, "coping with cross-cultural noise," covers the background distractions, including noise, the presence of other people, and habits or idiosyncracies that bother one party or the other. A fifth consideration, "trusting interpreters and translators" is the topic of the final section. This section examines actual limits in translating ideals, concepts, meanings, and nuances; the subjective meaning on each side of a translation; and built-in styles of reasoning that resist translation. (LH)
Download or read book Cultural Dynamics in International Negotiations written by Anjan Dasgupta and published by . This book was released on 2005 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Cross-cultural and intercultural research has shown that individuals from unlike cultures negotiate differently. Studies have begun to identify how different dimensions of culture influence the process and outcomes of negotiation. Under these circumstances, this paper attempts to examine the issues surrounding the impact of culture on international negotiations. More particularly, it seeks to: (a) highlight the different ways in which culture effects negotiations; and (b) put forward some of the ways of coping with such cultural issues.
Download or read book Negotiations in the Indigenous World written by Ciaran O'Faircheallaigh and published by Routledge. This book was released on 2015-09-16 with total page 241 pages. Available in PDF, EPUB and Kindle. Book excerpt: Negotiated agreements play a critical role in setting the conditions under which resource development occurs on Indigenous land. Our understanding of what determines the outcomes of negotiations between Indigenous peoples and commercial interests is very limited. With over two decades experience with Indigenous organisations and communities, Ciaran O’Faircheallaigh's book offers the first systematic analysis of agreement outcomes and the factors that shape them, based on evaluative criteria developed especially for this study; on an analysis of 45 negotiations between Aboriginal peoples and mining companies across all of Australia’s major resource-producing regions; and on detailed case studies of four negotiations in Australia and Canada.
Download or read book Cultural Variations as Predictors of Negotiation Outcomes written by Annette Sandlin McDevitt and published by . This book was released on 2006 with total page 242 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book The Handbook of Negotiation and Culture written by Michele J. Gelfand and published by Stanford University Press. This book was released on 2004 with total page 478 pages. Available in PDF, EPUB and Kindle. Book excerpt: In the global marketplace, negotiation frequently takes place across cultural boundaries, yet negotiation theory has traditionally been grounded in Western culture. This book, which provides an in-depth review of the field of negotiation theory, expands current thinking to include cross-cultural perspectives. The contents of the book reflect the diversity of negotiationresearch-negotiator cognition, motivation, emotion, communication, power and disputing, intergroup relationships, third parties, justice, technology, and social dilemmasand provides new insight into negotiation theory, questioning assumptions, expanding constructs, and identifying limits not apparent from working exclusively within one culture. The book is organized in three sections and pairs chapters on negotiation theory with chapters on culture. The first part emphasizes psychological processescognition, motivation, and emotion. Part II examines the negotiation process. The third part emphasizes the social context of negotiation. A final chapter synthesizes the main themes of the book to illustrate how scholars and practitioners can capitalize on the synergy between culture and negotiation research.
Download or read book Cultural Differences and Crisis Negotiations written by Jo-Ann Harrison and published by . This book was released on 2003 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Cross-cultural and intercultural research has shown that individuals from unlike cultures negotiate differently. Recent studies have begun to identify how different dimensions of culture influence the process and outcomes of negotiation. Research about international conflicts has highlighted a variety of intertwined dimensions of culture (values, norms, rituals, patterns of communication) that may hamper negotiation (Cohen, 1991, 1994), but has not delineated their specific associations with elements of negotiation. To what extent do cultural values influence or mediate negotiators' outcomes in international negotiation during a crisis? In this experimental cross-cultural study we investigate the influence of a negotiator's value priorities in interaction with asymmetric power relations on the outcomes of a simulated international crisis. American and Israeli university students serve as the subject pool to ascertain cultural impacts on negotiation outcomes. We examine the relationship of cultural values, roles, and outcomes on two levels: those of the national group and the individual. We find differences between the average outcomes of the Israeli and American students and ascertain that differences in cultural values relate to these differences in outcomes.
Download or read book Handbook of Group Decision and Negotiation written by D. Marc Kilgour and published by Springer Science & Business Media. This book was released on 2010-08-02 with total page 473 pages. Available in PDF, EPUB and Kindle. Book excerpt: Publication of the Handbook of Group Decision and Negotiation marks a milestone in the evolution of the group decision and negotiation (GDN) eld. On this occasion, editors Colin Eden and Marc Kilgour asked me to write a brief history of the eld to provide background and context for the volume. They said that I am in a good position to do so: Actively involved in creating the GDN Section and serving as its chair; founding and leading the GDN journal, Group Decision and Negotiation as editor-in-chief, and the book series, “Advances in Group Decision and Negotiation” as editor; and serving as general chair of the GDN annual meetings. I accepted their invitation to write a brief history. In 1989 what is now the Institute for Operations Research and the Management Sciences (INFORMS) established its Section on Group Decision and Negotiation. The journal Group Decision and Negotiation was founded in 1992, published by Springer in cooperation with INFORMS and the GDN Section. In 2003, as an ext- sion of the journal, the Springer book series, “Advances in Group Decision and Negotiation” was inaugurated.
Download or read book Cultural Intelligence in the World of Work written by Yuan Liao and published by Springer Nature. This book was released on 2020-01-28 with total page 186 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book provides a comprehensive review of both the theoretical development and empirical study of the concept of cultural intelligence. A review of previous work on cross-cultural competence provides an historical backdrop against which the two main theories of cultural intelligence are presented. These two approaches, as well as the assessments derived from them, are compared and evaluated. Issues associated with the measurement of cultural intelligence are examined in detail. An important feature of the review of the empirical work on cultural intelligence is that results are discussed in terms of the relationship of the four sub dimensions of the Cultural Intelligence Scale (CQS) and also that results using the Short Form Cultural Intelligence Scale (SFCQ) and other measures of the concept are included. The review of empirical work includes studies that cast cultural intelligence as an antecedent, as a dependent variable, and as a moderator and a mediator. Cultural intelligence at the group and organizational levels are also discussed. Finally, this review sets the stage for a discussion of appropriate future directions in the study of cultural intelligence. Scholars in organizational psychology interested in the concept of cultural intelligence will find this an essential guide.
Download or read book Individualism And Collectivism written by Harry C Triandis and published by Routledge. This book was released on 2018-10-09 with total page 458 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book explores the constructs of collectivism and individualism and the wide-ranging implications of individualism and collectivism for political, social, religious, and economic life, drawing on examples from Japan, Sweden, China, Greece, Russia, the United States, and other countries.
Download or read book Beyond Hofstede written by Cheryl Nakata and published by Springer. This book was released on 2009-07-16 with total page 307 pages. Available in PDF, EPUB and Kindle. Book excerpt: Hofstede introduced a culture paradigm that has been widely influential in international business. However, its relevance in light of culture's increasing complexity due to globalization has been questioned. Alternative culture frameworks and perspectives are offered by leading scholars in global marketing and management.
Download or read book The Oxford Handbook of Multicultural Identity written by Veronica Benet-Martinez and published by Oxford University Press. This book was released on 2015-08-01 with total page 561 pages. Available in PDF, EPUB and Kindle. Book excerpt: Multiculturalism is a prevalent worldwide societal phenomenon. Aspects of our modern life, such as migration, economic globalization, multicultural policies, and cross-border travel and communication have made intercultural contacts inevitable. High numbers of multicultural individuals (23-43% of the population by some estimates) can be found in many nations where migration has been strong (e.g., Australia, U.S., Western Europe, Singapore) or where there is a history of colonization (e.g., Hong Kong). Many multicultural individuals are also ethnic and cultural minorities who are descendants of immigrants, majority individuals with extensive multicultural experiences, or people with culturally mixed families; all people for whom identification and/or involvement with multiple cultures is the norm. Despite the prevalence of multicultural identity and experiences, until the publication of this volume, there has not yet been a comprehensive review of scholarly research on the psychological underpinning of multiculturalism. The Oxford Handbook of Multicultural Identity fills this void. It reviews cutting-edge empirical and theoretical work on the psychology of multicultural identities and experiences. As a whole, the volume addresses some important basic issues, such as measurement of multicultural identity, links between multilingualism and multiculturalism, the social psychology of multiculturalism and globalization, as well as applied issues such as multiculturalism in counseling, education, policy, marketing and organizational science, to mention a few. This handbook will be useful for students, researchers, and teachers in cultural, social, personality, developmental, acculturation, and ethnic psychology. It can also be used as a source book in advanced undergraduate and graduate courses on identity and multiculturalism, and a reference for applied psychologists and researchers in the domains of education, management, and marketing.
Download or read book Negotiating Globally written by Jeanne M. Brett and published by John Wiley & Sons. This book was released on 2012-10-15 with total page 206 pages. Available in PDF, EPUB and Kindle. Book excerpt: When it was first published in 2001, Negotiating Globally quickly became the basic reference for managers who needed to learn how to negotiate successfully across boundaries of national culture. This thoroughly revised and expanded second edition preserves the structure of the acclaimed first edition and improves upon it, making it even easier to learn how to navigate national culture when negotiating deals, resolving disputes, and making decisions in teams. Rather than offering country-specific protocol and customs, Negotiating Globally provides a general framework to help negotiators anticipate and manage cultural differences. This new edition incorporates the lessons of the latest research with new emphasis on executing a negotiation strategy and negotiating conflict in multicultural teams. The well-received chapter on “Government At and Around the Table” has been expanded and updated with new examples that span the globe. In this comprehensive resource, Jeanne M. Brett describes how to develop a negotiation planning document and shows how to execute the plan. She provides a model that explains how the cultural environment affects negotiators’ interests, priorities, and strategies. She provides benchmarks for distinguishing good deals from poor ones and good negotiators from poor ones. The book explains how resolving disputes is different from making deals and how negotiation strategy can be used in multicultural teams. Negotiating Globally challenges negotiators to expand their repertoire of strategies so that they will be able to close deals, resolve disputes, and get teams to make decisions.
Download or read book A Journey Toward Influential Scholarship written by Xiao-Ping Chen and published by Oxford University Press. This book was released on 2021-11-12 with total page 305 pages. Available in PDF, EPUB and Kindle. Book excerpt: "Theory is the lifeblood of scholarship, but the art of theory-building remains quite mysterious. Using my own experiences as a springboard, I explore the process through which we might attempt to make sense of organizational life for the betterment of organizational practice. I discuss my own journey from proving answers (the hypothesis-testing facilitated by survey research) to asking questions (the hypothesis-generating facilitated by qualitative research) and consider how to translate an overarching research passion into research interests and specific research questions. I offer a detailed look at how my co-authors and I build theory when our intent is to blaze a new path rather than simply pave an old one. I'll also briefly discuss research collaborations, the review process, and career considerations if you're thinking about pursuing path-blazing ideas. My hope is that you'll finish this chapter with the confidence to call yourself what you already are, at least implicitly-a theorist"--
Download or read book CQ written by P. Christopher Earley and published by Stanford University Press. This book was released on 2006 with total page 278 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book helps a manager understand and assess personal cultural intelligence and how to leverage this capability in diverse work environments.
