Advanced Negotiations: Lessons From the International Arena

Author(s):

Dr. Michael A. McGinnis, C.P.M., A.P.P.
Dr. Michael A. McGinnis, C.P.M., A.P.P., Associate Professor of Business, Penn State New Kensington, mam47@psu.edu

90th Annual International Conference Proceedings - 2005 - San Antonio, TX
Abstract

This paper summarizes negotiation basics, reviews cultural differences, discusses the affect of cross-cultural differences on negotiations, discusses strategies and tactics for crosscultural negotiations, and provides insights for everyday negotiations. The first section provides a brief overview of negotiations. Next, a framework for cultural differences is reviewed. Third, some effects of these cultural differences on negotiations are discussed. The fourth section identifies strategies and tactics that can be effective in cross-cultural negotiations. The final section discusses how insights from cross-cultural negotiations can be applied to everyday negotiations.

Advanced Negotiations: Lessons From the International Arena — 55 KB (PDF)