The Art of International Negotiation
Considering the fact that negotiating with a local partner is not an easy task due to our own individual differences, imagine how difficult it can be to achieve an agreement with someone from a different culture with different beliefs and values. The way that we perceive reality and the surrounding environment can be totally different than how our counterpart perceives the same things.
Certainty, cultural differences in negotiations are far from a new phenomenon. It was observed in ancient Greece by the first historian, Herodotus (ca. 400BC) when he analyzed the difficulties in the trade negotiations between the Egyptians and the Greeks. Later, cultural differences contributed to the challenges of the Silk Road passing through different cultures along the route between Rome and China (Imai & Gelfand, 2010).
Dissecting culture and its application in international negotiations offers tools to readers to understand cultural factors and apply them at negotiating tables, as well as in managing international teams.
The ethic corner
There is no individual ethics (Cortella, 2015). Ethics exist because we, as rational human beings, question our attitudes when interacting with others in a specific environment. Therefore, virtues such as integrity, fairness, honesty, and morality come into relevance in many aspects of human life, especially in business and always as a social product. Extract from editor’s work, not published yet.