Robert J. Greenleaf

Training Management Corporation
Princeton Training Press • Princeton, New Jersey

MANAGING ACROSS CULTURES

NEGOTIATING
ACROSS CULTURES

NEGOTIATING ACROSS CULTURES

Published by:

PRINCETON TRAINING PRESS
Princeton, New Jersey a division of
TRAINING MANAGEMENT CORPORATION
600 Alexander Road
Princeton, New Jersey 08540-6011 USA
Tel:
Fax:
Web:
Email:

(609) 951-0525
(609) 951-0395 www.tmcorp.com info@tmcorp.com

Editor-in-Chief:
Series Manager:
Writer:
Cover Design:
Interior Design:

Monique Rinere-Güven, Ph.D.
Talia Bloch
Robert J. Greenleaf
Donna Lukis
Bonnie Jacobs

© 2000 TRAINING MANAGEMENT CORPORATION.
Managing Across Cultures Series:
Negotiating Across Cultures
All rights reserved. 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 or otherwise, without the prior written permission of the publisher.
Printed in the United States of America

ISBN:

1-882390-911

The Cultural Orientations Indicator®, COI® and TMC’s graphical depiction of our Cultural
Orientations Model are registered trademarks of Training Management Corporation;
Registration: 2,329,085 and 2,361,803.

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Training Management Corporation

TABLE
OF

Preface

OF

CONTENTS

TABLE

CONTENTS

iii

Introduction 1
Negotiation Defined
Negotiating Across Cultures
Chapter One: The Impact of Culture on Negotiating Behavior
Case Scenario
The Ten Dimensions of Culture
Cultural Analysis of the Case Scenario
Generalizations and Stereotypes in Negotiations

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Chapter Two: The Seven Phases of International Negotiation 29
An Overview of the Seven Phases
Showing a Commitment to Negotiating Internationally
Chapter Three: Negotiating Effectively Across Cultures 35
Phase 1: Strategic