Handbook of Global and Multicultural Negotiation
Total Page：16
File Type：pdf, Size：1020Kb
S S Handbook of Global and Multicultural Negotiation SS Handbook of Global and Multicultural Negotiation Christopher W. Moore Peter J. Woodrow Copyright © 2010 by Christopher W. Moore and Peter J. Woodrow. All rights reserved. Published by Jossey-Bass A Wiley Imprint 989 Market Street, San Francisco, CA 94103-1741—www.josseybass.com No part of this publication may be reproduced, stored in a retrieval system, or transmitted in any form or by any means, electronic, mechanical, photocopying, recording, scanning, or otherwise, except as permitted under Section 107 or 108 of the 1976 United States Copyright Act, without either the prior written permission of the publisher, or authorization through payment of the appropriate per-copy fee to the Copyright Clearance Center, Inc., 222 Rosewood Drive, Danvers, MA 01923, 978-750-8400, fax 978-646-8600, or on the Web at www.copyright.com. Requests to the publisher for permission should be addressed to the Permissions Department, John Wiley & Sons, Inc., 111 River Street, Hoboken, NJ 07030, 201-748-6011, fax 201-748-6008, or online at www.wiley.com/go/permissions. Readers should be aware that Internet Web sites offered as citations and/or sources for further information may have changed or disappeared between the time this was written and when it is read. Limit of Liability/Disclaimer of Warranty: While the publisher and author have used their best efforts in preparing this book, they make no representations or warranties with respect to the accuracy or completeness of the contents of this book and specifically disclaim any implied warranties of merchantability or fitness for a particular purpose. No warranty may be created or extended by sales representatives or written sales materials. The advice and strategies contained herein may not be suitable for your situation. You should consult with a professional where appropriate. Neither the publisher nor author shall be liable for any loss of profit or any other commercial damages, including but not limited to special, incidental, consequential, or other damages. Jossey-Bass books and products are available through most bookstores. To contact Jossey-Bass directly call our Customer Care Department within the U.S. at 800-956-7739, outside the U.S. at 317-572-3986, or fax 317-572-4002. Jossey-Bass also publishes its books in a variety of electronic formats. Some content that appears in print may not be available in electronic books. Library of Congress Cataloging-in-Publication Data Moore, Christopher W., date- Handbook of global and multicultural negotiation / Christopher W. Moore and Peter J. Woodrow.—1st ed. p. cm. Includes bibliographical references and index. ISBN 978-0-470-44095-7 (cloth) 1. Negotiation in business. 2. Cultural relations. I. Woodrow, Peter J. II. Title. HD58.6.M656 2010 658.4052—dc22 2009032175 Printed in the United States of America FIRST EDITION HB Printing 10987654321 S S CONTENTS Figures, Tables, and Exhibit vii Preface ix PART ONE: THE ESSENTIALS OF GLOBAL AND MULTICULTURAL NEGOTIATION 1 1 Introduction to Culture and Negotiation: The Context of Global and Multicultural Negotiations 3 2 The Wheel of Culture 21 3 Strategies for Global Intercultural Interactions 61 4 Cross-Cutting Issues in Negotiation 77 PART TWO: A STEP-BY-STEP GUIDE TO INTERCULTURAL NEGOTIATIONS 127 5 The Preparation Stage 129 6 Beginning Negotiations 149 7 Identifying and Exploring Issues 185 8 Cultural Patterns in Information Exchange 221 v vi CONTENTS 9 Problem Solving and Option Generation 247 10 Influence and Persuasion Strategies 283 11 Assessing Options 327 12 Reaching Closure and Developing Agreements 347 13 Implementing Agreements 367 PART THREE: ASSISTED NEGOTIATIONS AND THIRD-PARTY ROLES 387 14 Assisted Negotiations 389 15 Facilitation and Mediation 407 References 435 The Authors 449 Name Index 451 Subject Index 457 S S FIGURES, TABLES, AND EXHIBIT FIGURES 1.1 Distribution of Cultural Patterns in a Specific Group 6 1.2 Overlaps and Differences Among Cultures 7 2.1 Wheel of Culture Map 23 2.2 Basic Approaches to Conflict 48 3.1 Strategic Choices for Intercultural Interactions 64 4.1 Positional Bargaining and Convergence Process 84 4.2 Triangle of Satisfaction 91 8.1 Hierarchy of Requests or Demands in Negotiations 246 9.1 Framing a Joint Problem Statement in Terms of Multiple Interests 267 14.1 Potential Causes of Problems in Meetings or Negotiations 392 14.2 Labor Management Dispute Resolution System 403 14.3 Grievance Mechanisms with Multiple Local Approaches to 404 Resolving Complaints TABLES 1.1 Range of Negotiation Contexts 8 4.1 Key Cultural Variables 79 vii viii FIGURES, TABLES, AND EXHIBIT 8.1 Types of Questions and Cultural Orientation 240 10.1 Verbal Negotiation Tactics 286 12.1 Dimensions of Agreements: A Continuum 361 14.1 People Who Provide Third-Party Assistance 396 15.1 Comparison of Facilitation and Mediation 411 EXHIBIT 5.1 Situation Assessment, Conflict Analysis, and Negotiation 139 Planning Framework S S PREFACE ince the beginning of time, people from all cultures and nations have had to solve problems, negotiate agreements, and resolve conflicts among S members of their own group or between members of their society and that of others. It is the rare culture indeed that has been so isolated that it has not had to figure out ways that its members could relate across cultures or internationally with people who were ‘‘different.’’ Historically, most cultures have had some contact with members of other ethnic or national groups, either within their own borders or at least with people from the near abroad (Fagan, 1984). People from Europe, the Middle East, Africa, Asia, and North and South America have long had diplomatic, commercial, religious, and in some cases colonial linkages and relations with each other (Brook, 1978; Wallerstein, 1976). Within regions or states, groups and nationalities have had to find ways to coexist in a peaceful manner and, when appropriate, seek relationships—diplomatic, commercial, technological, religious, cultural, or social—that result in mutual benefits. As internal migration, urbanization, and immigration from other countries have diversified membership or expanded regular contacts among groups, almost all societies have become multicultural. In the first years of the twenty-first century, an increasing number of individ- uals, organizations, and nations are engaged in interactions, problem solving, and agreement making across cultures. Globalization is not only making the ix x PREFACE world smaller but is bringing people together who heretofore have never made direct contact (Friedman, 2007). This trend of increasing intercultural interaction occurs both within and between societies in numerous arenas: inter- national peacebuilding and diplomacy; industry, business, and the workplace; humanitarian assistance and development; and political institutions, schools, and communities. WHAT THIS HANDBOOK IS ABOUT This handbook provides practical guidance for people working across cultures in a globalized world, specifically addressing issues such as these: • How culture influences the definition of and approaches to problem solv- ing and negotiation • How people communicate, cooperate, compete, and engage in conflict with people from their own and other cultures • How relationships are developed and valued across cultures, especially in the context of problem solving and negotiations and at a range of levels, from the interpersonal to business to international diplomacy • How negotiators evaluate the potential outcomes of problem solving or negotiation with members of their own culture or another culture • How proficiency in intercultural problem solving and negotiations can be increased so that individuals and groups from diverse backgrounds can work effectively together in multicultural situations In our rapidly changing world, effective global negotiators not only must be familiar with a generic problem-solving or negotiation process that works in their own culture; they must also become familiar with cultural factors that affect the problem-solving approach of people from other cultures. They must learn how to adapt to cultural dynamics and patterns, respond in flexible and appropriate ways, and use a range of approaches for building positive working relationships and reaching agreements. WHO WILL FIND THIS BOOK USEFUL? This handbook was written for a wide audience of individuals and organizations engaged in problem solving, negotiation, or dispute resolution across cultures. It will be useful for people working in multicultural settings or a diverse PREFACE xi workforce within a country, people who are working or visiting outside their country, and international negotiators working in a variety of settings and on a range of issues. We have written the book to serve as a practical guide for negotiation practitioners who are conducting bargaining, problem solving, and conflict resolution. At the same time, we have drawn on considerable social science research to satisfy the concerns of academic colleagues who want to use the book in the classroom or to identify research topics in the critical area of intercultural interactions. Two broad groups will find this book useful: negotiators of all types and those who assist negotiators (facilitators, mediators, and other intermediaries). Increasingly negotiators in many positions are called on to deal with people of different ethnic backgrounds within either their own country or other societies. The handbook provides conceptual frameworks that will aid them in understanding