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1、Writtenby:Hooper,Christopher(sectionI,II(intro),II-c,III-a,III-b,IV,V)Pesantez,Maria(sectionIII-c)Rizvi,Syed(sectionII-a-b)Proofreadandeditedby:Hood,AmandaHooper,ChristopherPesantez,MariaRizvi,SyedCross-CulturalCommunicationandNegotiation–Spring2005MANA4340,Section00586TTH:2:30–4:00pm.Roo
2、m128MHProfessor:Dr.RogerN.BlakeneyTableofContentI.IntroductionII.NegotiationA.TheWesternView:DirectconfrontationB.TypesofNegotiations:TransactionalandDisputeResolutionsC.FormsofNegotiation:DistributiveandIntegrativeIII.CultureA.Individualismvs.CollectivismB.Egalitarianvs.HierarchyC.Highvs
3、.Low-ContextcommunicationIV.CultureandContextinNegotiationA.CultureasSharedValuesB.CultureinContextV.SummaryIntroductionMorethaneverAmericansareexpandingintotheglobalmarkets,whetheritisanindividualtryingtobuyarugwhileonvacationorabusinessseekingtoformajointventureinanewmarket.Thecommonali
4、tyforallthosewhotravelabroadisthatsomeformofnegotiationwillbeprevalent.ThispaperexamineshowculturaldifferencesplayaroleintheoutcomesofnegotiationsusingWesterncultureasabasisforcomparison.Itbeginsbyexplainingwhatnegotiationis,howitiscarriedoutanddescribesdifferenttypesandformsofnegotiation
5、.Next,thepaperexaminestheculturalaspectsofindividualismvs.collectivism,egalitarianismvs.hierarchy,andhighvs.low-contextcommunicationaswellastheeffectofcultureandthecontextualeffectofroleonthedifferentformsofnegotiation.Theimportanceofinformationinthenegotiatingprocessisalsodiscussed.Itexp
6、lainshowcommunicationstylesandculturaldifferencescanleadtounfavorableoutcomesandhowtheopportunityfortrade-offsinthenegotiationprocesscanbemissed.Ourintentionsareforthereadertogainsomeinsightintothedynamicworldofcross-culturalnegotiation.NegotiationTohelpyouappreciatehowculturecanaffectneg
7、otiationsomeelementsofnegotiationbasedonWesterntheoryneedtobeexplained.Oneelementisdirectconfrontation.WhenthemajorityofWesternersthinkofnegotiationtheythinkofitasadirectconfrontation.Otherelementsincludethetypesofnegotiations,eithertransactional(withbuyersandseller
