Shared by 
Unlock all 3 pages
Get it free by sharing your own notes, buy just this one, or become a member and unlock documents with your plan.
How to unlock this document
Choose the way that suits you. Each one gives you all 3 pages to read online and the PDF to download.
Share your notes, unlock for free
2 free unlocks for every 5 approved uploads
- Upload your own lecture notes, assignments, essays or past papers
- PDF, Word, PowerPoint and Excel files all work, and you can send many at once
- We check each upload; you get a notification when it is approved
- Spend a free unlock on this document or any other, and keep it for good
- Shared under your public username, never your email
Then upload your notes from your profile.
Buy this document
$3 one-time payment
- All 3 pages of this document, yours to keep
- Download the PDF and read it any time, also offline
- No subscription and nothing to cancel
- Find it again any time under My Profile → Library
You log in or create a free account first, then pay securely.
Become a member
Unlock documents from the whole library, which keeps growing
- Choose any documents you like, up to your plan’s unlocks
- Documents you unlock stay yours, even if you cancel later
- Your unlocks start again with every renewal
- Secure checkout by Dodo Payments
You log in or create a free account first, then pay securely.
Compare the plansAlready a member, or bought this before? Log in to open it
About this document
- Pages
- 3 pages
- Price
- $3 one-time, yours to keep
- Membership
- Included in every plan
- Format
- Subject
- Business, Cultural Studies, Negotiation
This document discusses how cultural differences affect negotiation strategies. It explains how to adapt negotiation tactics based on the level of familiarity with the other culture, and provides examples of cultural norms in America and Asia.
What's inside
- Cultural diversity in negotiation
- Cultural norms in America and Asia
- Weiss's culturally responsive strategies
- Using agents or advisors in low familiarity situations
- Examples of cultural sensitivity in negotiation
Who it is for: For students of negotiation, business, and cultural studies. (Undergraduate)
Share with classmates: WhatsApp Telegram X LinkedIn Facebook
Summary
Cultural differences affect how people negotiate. A student learns how to adapt negotiation strategies to different cultures.
Cultural Differences in Negotiation
Cultural norms vary greatly. Eye contact is one example. Negotiators must understand these differences to succeed.
Negotiating Across Cultures
Negotiators need different strategies depending on their familiarity with the other culture. They must adapt their approach.
Using Agents or Advisors
When a negotiator lacks cultural understanding, hiring an advisor can help. This advisor can bridge the cultural gap.
Key terms
- Cultural diversity
- The differences between cultures that affect how people negotiate.
- Negotiation strategies
- The methods used to achieve goals in a negotiation.
- Cultural familiarity
- How well a negotiator understands the other culture.
- Agents or advisors
- People who help negotiators understand the other culture.
- Ethical values
- The principles that guide a negotiator's behaviour.
- National sensitivities
- The issues that are important to a culture.
Questions this document helps with
- How does culture affect negotiation?
- What strategies work best in cross-cultural negotiations?
- When should a negotiator use an advisor?
Summary written with AI from the document's text.
Ask the AI Teacher
Ask any question about this document or your course, and get a clear explanation.
Log in to ask Create a free account
Free accounts can ask 5 questions a day.