The document discusses key challenges in cross-cultural negotiations, including expanding and dividing the pie, ethnocentrism, and sacred values. It outlines predictors of success, such as empathy, cultural flexibility, and openness to different viewpoints. The document also provides advice for negotiators to anticipate misunderstandings, analyze cultural differences, and recognize varying perceptions of power.

1. Cross-Cultural Negotiation
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2. Key Challenges of Intercultural
Negotiations
• Expanding the pie
• Dividing the pie
• Sacred values and taboo trade-offs
• Biased punctuation of conflict
• Ethnocentrism
• Affiliation bias

3. Predictors of Success in Intercultural
Negotiations (I)
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• Conceptual complexity
• Broad categorization
• Empathy
• Sociability
• Critical acceptance of stereotypes
• Openness to different points of view
• Interest in host culture
• Task orientation

4. Predictors of Success in Intercultural
Negotiations (II)
• Cultural flexibility
• Social orientation
• Willingness to communicate
• Patience
• Intercultural sensitivity
• Tolerance for differences among people
• Sense of humor
• Skills in collaborative conflict resolution
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5. Advice for Cross-Cultural Negotiators
• Anticipate difference in strategy and tactics that may
cause misunderstandings
• Analyze cultural differences to identify differences in
values that expand the pie
• Recognize that the other party may not share your view
of what constitutes power
• Avoid attribution errors
• Find out how to show respect in the other culture
• Know your options for change
▫ Integration
▫ Assimilation
▫ Separation
▫ Marginalization
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6. Advice for Cross-Cultural Negotiators
• Anticipate difference in strategy and tactics that may
cause misunderstandings
• Analyze cultural differences to identify differences in
values that expand the pie
• Recognize that the other party may not share your view
of what constitutes power
• Avoid attribution errors
• Find out how to show respect in the other culture
• Know your options for change
▫ Integration
▫ Assimilation
▫ Separation
▫ Marginalization
August 30, 2015
5