This document discusses negotiation and culture in international negotiations. It covers several key points: 1. It defines negotiation as an interactive process where parties seek mutually beneficial outcomes through joint decisions. 2. Culture influences negotiation through dimensions like power distance, individualism/collectivism, masculinity/femininity, and uncertainty avoidance. 3. Cultural dimensions have implications for negotiation tactics - for example, high power distance cultures tend to have more centralized control in negotiations. 4. Understanding differences in interpersonal behaviors across cultures is essential for successful cross-cultural negotiation. Being aware of how culture shapes interaction styles is important.

1. NEGOTIATION
Problem Solving – Conflict Resolution

2. Negosiasi
• Fisher & Ully
Negosiasi sama dengan
“integrative bargaining”.
• Negosiasi adalah “win-win
negotiation where both or all
parties involved can end up with
equally beneficial or attractive
outcomes.”
• Definisi ini lebih mengacu pada
pendekatan problem solving

3. Negosiasi
• Pruit
“A process through which agreement may
be reached on matters of mutual interest,
is essentially the art of persuasion.”
• Hasil dari negosiasi ini yang kemudian
oleh Pruitt dipilah dalam tiga kategori,
integrative agreement, distributive
agreement, dan no agreement.

4. Karakteristik
Negosiasi
• Karakter Negosiasi
– Open information flow between the
parties
– A search for a solution
– Parties understand
– To achieve the above
• Lax dan Sebenius (1986) menyatakan
bahwa negosiasi merupakan “a process of
potentially opportunistic interaction by
which two or more parties, with some
apparent conflict, seek to do better
through jointly decided action than they
could otherwise

5. Culture, and So What?
« Globalization is the reason for the revival of
local cultural identities in different parts of the
world »
Anthony GIDDENS (British sociologist)

6. Variables of Culture
1. High-context and Low-context cultures
High-context : message is part of the context
Low-context : messages are explicit, direct and
unambiguous
2. Dimensions of time
Time orientation toward the Past, Present, or Future
Time is linear or circular
Monochronic and polychronic time
3. Relationship of Man with Nature and Space
Mastery, Harmony, Subjugation to nature
Proxemic : Intimity, Personnal or Social areas
Edward HALL

7. CULTURE
Hofstede (sociologist)
Collective programming of the mind which
distinguishes the members of one category
of people from another collective
programming of the mind which
distinguishes the members of one category
of people from another
Clifford GEERTZ (anthropologist)
Culture is a set of control mechanisms,
plans, recipes, rules, instructions, for the
governing of behavior

8. Dimensi Budaya
Hofstede :
 Power Distance
the extent to which less powerful
members of a society accept and
expect that power is distributed
unequally
 Uncertainty Avoidance
the extent to which people feel
threatened by uncertainty and
ambiguity and try to avoid these
situations

9. Dimensi Budaya
Hofstede :
 Individualitas vs kolektivitas
People looking after themselves and
their immediate family only, versus
people belonging to in-groups that
look after them in exchange for
loyalty
 Maskulinitas vs femininitas
The dominant values in a masculine
society are achievement and success;
the dominant values in a feminine
society are caring for others and
quality of life

10. The Consequences
1. Power Distance
– Large Power Distance : Status symbols, the elder advises the younger
• Small Power Distance : the younger advises elder
2. Individualism/collectivism
– Individualistic cultures :
• frequent use of « You, We, I »
• « Treat yourself right »
– Collectivistic cultures :
• showing people as part of groups
• being alone means you have no friends

11. The Consequences
3. Masculinity/Feminity
– Masculinity :
• Strong need to win, to be succesful, wish to dominate
• Being the first », « Be the best »
– Feminity :
• Caring, softness, understatement
• True refinement comes from within
4. Uncertainty avoidance
• Strong Uncertainty avoidance
– Need for explanations, structure, testing, scientific proof
– « The best in the test » or «Test winner »
• Low Uncertainty avoidance :
– result is more important

12. Dimensi Budaya – Negosiasi Internasional
1. Semakin besar jenjang power distance
antara kedua pihak yang melakukan
negoasiasi, akan semakin besar pula
kemungkinan kontrol yang lebih terpusat
2. Nilai kolektivitas yang tinggi, negosiasi
dilakukan dengan cara yang lebih akrab
dan bersifat kekeluargaan
3. Dalam budaya yang maskulinitas,
kekuatan menjadi titik tumpu, sedangkan
pada budaya feminis, nilai simpati
menjadi faktor perhatian
4. Negosiator yang berasal dari pihak yang
uncertainty avoidancenya rendah lebih
suka menghindari budaya yang
terstruktur dan ritual negosiasi yang
prosedural

13. Dimensi Budaya
Patrick Collins dalam buku
Negotiate To Win :
• Collectivistic vs Individualistic
• Direct vs Indirect
• Perception of time
• Approach to conflict
management

14. Relationship between cultural dimension and
negotiation
Taktik/strategi
 Melihat proses integrasi dan distribusi dengan asumsi
tujuan awal dari para negosiator adalah membentuk pilihan
strategis
 Mencirikan suatu proses negosiasi adalah dengan
memperhatikan strategi integratif ataupun distributif
 Melihat negosiasi sebagai suatu proses evolusi

15. “A side from the usul markers of one’s
culture – such elements as history,
language, music, dress, cuisine- the way
you interact with others also defines and
characterizes your culture. In cross
cultural negotiation, an understanding of
the difference you Encounter in
interpersonal behaviors is essential to
success.
(Patrick Collins – Negotiate To Win!)