About This Chapter
International Negotiation - Chapter Summary
Our helpful chapter covers international negotiation through a series of informative lessons. You'll look at key international negotiation concepts including collectivism, Trompenaars' cultural dimensions model and Hofstede's cultural dimensions theory. If you're struggling to understand any of these topics, you can get help from our expert instructors. To ensure you're ready to move on, take the multiple-choice quiz that comes with each lesson. This chapter is designed to help you:
- Define low and high power distance
- Explain Hofstede's uncertainty avoidance index
- Differentiate between long-term orientation and short-term orientation by Hofstede's definition
- Discuss cultural differences in conflict and negotiations
- Outline communication in global business and marketing
- Identify the legal and political impact of international negotiation
1. Trompenaars' Cultural Dimensions Model in Negotiation
People from different countries behave in different ways. This lesson looks at the theory behind these differences and gives some tips on how to conduct negotiations with people from different countries .
2. Hofstede's Cultural Dimensions Theory
Dimensions of culture are an important aspect of international business. Knowing how cultures view different aspects of business can help a manager navigate through the international business market.
3. Collectivism: Definition & Examples
Collectivism is a political, economic, or cultural system that privileges the needs of groups and communities over individuals. See some examples of collectivism, and test your understanding with a brief quiz.
4. Cultural Perceptions of Power in Organizations: Low and High Power Distance
Throughout the world, individuals have perceptions of how power is distributed. Some believe it is distributed equally, and some do not. That perspective also carries over into how they view power (and the types of power) that are distributed in an organization.
5. Hofstede's Uncertainty Avoidance Index: Definition & Example Cultures
Some people are more comfortable with uncertainty and ambiguity than others, but did you know that it is a trait of societies, too? In this lesson, you'll learn the definition of uncertainty avoidance, how a number of countries rank on an uncertainty avoidance index, and how it can impact workplace culture.
6. Long-Term Orientation vs. Short-Term Orientation: Hofstede's Definition & Concept
Viewing matters from a long-term or short-term perspective will have a significant impact on strategies and decision-making. In this lesson, you'll learn about these two orientations. A short quiz follows the lesson.
7. Cultural Differences in Negotiations and Conflicts
Different cultures have different views of the negotiation process. Sometimes these views cause conflict, and it is important to understand these different views when entering into a negotiation.
8. Communication in Global Business & Marketing
Do you want to learn more about communication and marketing in the global context? This lesson compares and contrasts various methods of communication that exist globally, and discusses how to apply them to business and marketing.
9. International Negotiation: Political & Legal Impacts
Negotiations with international partners can be complex and nuanced, as well as influenced by a variety of factors. This lesson looks at a few of these influences and presents options for reducing the impact of these barriers.
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Other chapters within the Business 319: Negotiations & Conflict Management course
- Introduction to Negotiation & Conflict Management
- Negotiation Terminology & Process
- Distributive & Integrative Bargaining
- Conflict Resolutions
- Collaborative Problem Solving & Decision Making
- Negotiation Strategies, Perception & Bias
- Communication & Negotiation
- Persuasion in Negotiation
- Types of Negotiations
- Required Assignments for Business 319
- Studying for Business 319