英语论文网

xtent the negotiators are prisoners of their culture, which in turn act as a regulator of social interaction (Faure, 1993). This can lead to a sense of naivety that ‘people are pretty much the same everywhere'.

 

The cultural differences that must be taken into account may turn out to be as important as that found in certain contrasting sets of values that determine the hierarchy of negotiating objectives themselves, or as trivial as behavior mannerisms or non-verbal cues that subtly block confidence and trust. Even gestures and other non-verbal behavior may contribute to a psychological unease that makes communication more difficult (Fisher, 1980).

 

Recent empirical research suggests that cultures differ with respect to the basis of power in negotiation (Brett and Okumura, 1998) and appropriate standards of fairness (Leung, 1997). Cultures also differ with respect to information sharing, both in the extent to which information is viewed as important in negotiation (Brett et. al., 1998), and in the approach to sharing information relevant to reaching integrative agreements (Adair, Okumura & Brett, 1998c). Some cultures share the information about interests and priorities needed to reach integrative agreements directly, while others share the information indirectly, and still others not at all (Aldair at al 1998). Other research shows cultural differences in the emphasis placed on interests, rights, and power in dispute resolution (Tinsley, 1997).

 

There has been a general tendency for theories about negotiation ignoring the cultural factor and be assumed to be applied universally. However, such idea has been challenged now. For example, Weiss (1993) suggest that international business negotiations are characterised by two levels of differences beyond those found in domestic business negotiations. First, there are individual-level differences in negotiator priorities, preferences, perspectives and scripts; second, there are societal-level differences in national endowments, tastes, legal, economic and political systems, and government involvement.

 

Global negotiations contain all of the complexity of domestic negotiations, with the added dimension of cultural diversity, which makes communicating effectively more difficult because people from different cultures interpret and evaluate the world differently, accurately communicating needs and interests in ways that people from other cultures will understand becomes more challenging, as does fully understanding their words and meanings.

 

Although communication becomes more difficult across cultures, creating mutually beneficial options often becomes easier, because when negotiators overcome communications barriers, identifying win-win solutions - mutually beneficial solutions which both parts gain - becomes easier. For instance, based on their different perspectives, a seller from one culture may no longer want to keep a particular business, whereas a buyer from another culture m本论文由英语论文网提供整理，提供论文代写，英语论文代写，代写论文，代写英语论文，代写留学生论文，代写英文论文，留学生论文代写相关核心关键词搜索。