A S L 3 Lecture Notes - Lecture 14: Ingroups And Outgroups, Individualism, Nonverbal Communication
Document Summary
Plot of the ambiguous role of cultural moderators in intercultural business negotiations. In today"s global and international economy, many modern business negotiations cross borders. Within these negotiations between different countries and cultures, many cultural differences occur. Although deal making across borders gains increasing importance, many negotiators lack a shared basis of knowledge and attitudes, which limits the creation of trust and sympathy that can improve problem solving and cooperative behaviors. In this sense, the selling company in the negotiation might manage the negotiation process more effectively by equipping its sales teams with a member who has the same cultural background as the buyer. He or she can help bridge the cultural distance between the buyer and the seller. A cultural moderator should increase the level of perceived cultural similarity between the negotiation partners. This research implies that the contribution is twofold: a cultural moderator could influence a team"s use of negotiation strategies as core process- related negotiation variables.
