Mind and Heart of the Negotiator, Second Edition, The

Key Challenges of Intercultural Negotiation

What are the key challenges facing negotiators when negotiating across cultures? We identify eight common intercultural challenges now.

Expanding the Pie

Negotiators have more difficulty expanding the pie when negotiating across cultures than within a culture. In a landmark study of five countries (Japan, Hong Kong, Germany, Israel, and the United States), Brett (in press) examined intracultural (within the same culture) negotiations versus intercultural (across cultures) negotiations, and found that negotiations between Japan and the United States resulted in a smaller expansion of the pie than did intracultural negotiations (Japan-Japan and U.S.-U.S. negotiations). In another study, Brett and Okumura ...