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Navigating International Negotiations: A Communications and Social Interaction Style (CSIS) Framework

In: NEGOTIATION EXCELLENCE Successful Deal Making

Author

Listed:
  • Nancy R. Buchan
  • Wendi L. Adair
  • Xiao-Ping Chen

Abstract

Entering into cross-cultural negotiations is a bit like heading out as the captain of the Titanic. When surveying the negotiation terrain, you will easily spot the most evident parts of culture — food, music, history, art, literature, and language — these are the tips of the icebergs floating in the foreign sea. After studying these aspects carefully, it is possible to learn to navigate these parts of the cultural terrain. For example, discussions with your Chilean negotiation partner of Chilean literature, music and painting could help set the foundation for a relationship with them; it will demonstrate to them that you have an interest in their country and culture and that you are willing to take the time to get to know something about them prior to any discussion of business. Such extra measures could go far in helping to establish empathy and trust, particularly in a relationship-oriented culture, and could lead to a mutually beneficial negotiated agreement (Lewis, 2006)…

Suggested Citation

  • Nancy R. Buchan & Wendi L. Adair & Xiao-Ping Chen, 2014. "Navigating International Negotiations: A Communications and Social Interaction Style (CSIS) Framework," World Scientific Book Chapters, in: NEGOTIATION EXCELLENCE Successful Deal Making, chapter 16, pages 271-292, World Scientific Publishing Co. Pte. Ltd..
    • Handle: RePEc:wsi:wschap:9789814556958_0016
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