• 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.

    Upon successful completion of this unit, you will be able to:

    • explain how culture impacts negotiations;
    • identify characteristics of culture or national identity that negotiators should become familiar with prior to engaging in cross-cultural or international negotiations;
    • explain how Trompenaars' and Hofstede's theories of cultural dimensions can be applied to cross-cultural and international negotiations; and
    • describe the types of political and legal issues that might arise during the course of international negotiations.