Mind and Heart of the Negotiator, Second Edition, The

Conclusion

Negotiating across cultures is a necessity for success in the business world because globalization is a major objective of most companies. Unfortunately, cross-cultural negotiations frequently result in less effective pie expansion than do intracultural negotiations. Part of the problem is a lack of understanding cultural differences. We used Brett's (in press) tripartite model of culture and identified individualism-collectivism, egalitarianism-hierarchy, and direct-indirect communication as key dimensions of cultural differences. Key challenges of intercultural negotiation are expanding the pie, dealing with sacred values and taboo trade-offs, biased punctuation of conflict, intergroup biases, the affiliation bias, faulty perceptions ...