Cultural Differences and the Willingness to Negotiate Lease Agreements
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One of advanced negotiation skills is taking cultural appreciation andaffiliation during a table of cross-cultural negotiators. Looking at howculture impacted negotiation is very crucial during an internationalnegotiation in this global era. To get an effective cross-culturalnegotiation, we should recognize the difference of the each culture, andidentify the key dimensions by which culture affects judgment,motivation, and behavior at the bargaining table. As one of effectivestrategies for cross-cultural negotiation, I would like to stressdistinguishing three dimensions of culture: (1) individualism vs. collectivism; (2) egalitarian vs. hierarchy; (3) direct vs. indirectcommunication. In this paper, I will show one of the effects that culturemight have on willingness to negotiate whether what the respondents’culture involves by experiment survey base upon empirical study. Iwanted to examine if there would be a statistically significant differencebetween the ways that people in different cultures approach negotiation,and if this difference would impact the willingness to negotiate. I havetried to figure out the following: how individual and collectiveorientation; egalitarianism and hierarchy; and direct and indirectcommunication skills, as shaped by culture, might influence a rentalnegotiation.
Abstract
One of advanced negotiation skills is taking cultural appreciation andaffiliation during a table of cross-cultural negotiators. Looking at howculture impacted negotiation is very crucial during an internationalnegotiation in this global era. To get an effective cross-culturalnegotiation, we should recognize the difference of the each culture, andidentify the key dimensions by which culture affects judgment,motivation, and behavior at the bargaining table. As one of effectivestrategies for cross-cultural negotiation, I would like to stressdistinguishing three dimensions of culture: (1) individualism vs. collectivism; (2) egalitarian vs. hierarchy; (3) direct vs. indirectcommunication. In this paper, I will show one of the effects that culturemight have on willingness to negotiate whether what the respondents’culture involves by experiment survey base upon empirical study. Iwanted to examine if there would be a statistically significant differencebetween the ways that people in different cultures approach negotiation,and if this difference would impact the willingness to negotiate. I havetried to figure out the following: how individual and collectiveorientation; egalitarianism and hierarchy; and direct and indirectcommunication skills, as shaped by culture, might influence a rentalnegotiation.
참고문헌 (8)
- Edward T. Hall, "Beyond Culture" (1989)
- Leigh L. Thompson, "The Mind and Heart of the Negotiator" (2014)
- Fisher R., "Getting to Yes: negotiating agreement without giving in" (2011)
- Caroline Joan S., "Picart, Cross-Cultural Negotiations and International Intellectual Property Law: Attempts to work across cultural clashes between Indigenous Peoples and Majoritarian", S. Cal. Interdisc. L.J, 23, pp.37~ (2014)
- Günter Bierbrauer, "Toward a Understanding of Legal Culture:Variations in Individualism and Collectivism Between Kurds, Lebanese, and Germans", Law & Soc'y Rev, 28, pp.243~ (1994)
- John Barkai, "Cultural Dimension Interest, The Dance of Negotiation, and Weather Forecasting: A Perspective on Cross-Cultural Negotiation and Dispute Resolution", Pepp. Disp. Resol. L. J, 8, pp.403~ (2008)
- Julia Ann Gold, "ADR Through A Cultural Lens: How Cultural Values Shape Our Disputing Processes", J. Dis. Resol, 2005, pp.289~ (2005)
- Raymond L. Hogler, "Constitutionalizing Paycheck Protection: What Knox v. Service Employees International Union Means For American Labor", Labor Law Journal, (63), pp.3~ (2012)