• Unit 6: International and Cross Cultural Negotiation

    Negotiating across national and cultural boundaries raises additional challenges for negotiating participants. All of us are a product of the culture and geographical areas where we were raised and live. Culture creates biases in our perceptions, motivations, interests, and strategies, which may give rise to a host of conflicts in the negotiating process. Aspects of culture that may affect negotiations include language, dialect, societal norms, business etiquette, religion, values, cuisine, hygiene, comfort, and personal preferences. International negotiations are also often impacted by historical events, nationalism, legal restrictions, tariffs, geographic distance, topographic conditions, multilateral alliances, and political conflicts.

    Completing this unit should take you approximately 23 hours.

    • 6.1: Cross-Cultural Communications in International Business Negotiations

      • 6.1.1: Cross-Cultural Negotiation

      • 6.1.2: Global Negotiations and Nonverbal Behaviors

    • 6.2: The Application of Cultural Dimension Theories to International Business Negotiations

        • 6.2.1: Fons Tropenaars' Theory of Cultural Dimensions

        • 6.2.2: Geert Hofstede's Dimensions of Culture Theory

      • 6.3 Regional and Country-Specific Case Studies on International Negotiations

        • 6.3.1: Russia

          • 6.3.2: The Arab World

          • 6.3.3: Latin America

          • 6.3.4: China

          • 6.3.5: India

      • 6.4: Political and Legal Issues in International Negotiations

        • 6.4.1: Common Legal Issues That Arise in International Negotiations

        • 6.4.2: Foreign Currency Issues in International Negotiations

        • 6.4.3: International Trade Negotiations

        • 6.4.4: The Impact of Regulations of the World Trade Organization on International Negotiations

      • 6.5: Bargaining Ethics

      • Unit 6 Assessment