РОЛЬ ІНДИВІДУАЛІЗМУ У КРОС-КУЛЬТУРНИХ ПЕРЕГОВОРАХ ПРИ УКЛАДАННІ УГОД
Анотація
У статті розглянуто вплив культурних особливостей на ефективність ведення міжнародних переговорів. Спираючись на існуючу теоретичну базу, автори ставлять на меті визначити зв'язок між ступенем «культурного індивідуалізму» сторін та загальною ефективністю переговорного процесу. Описано базові системи вимірів крос-культурних переговорів. Доведено, що культурам із низьким рівнем індивідуалізму властиво сприймати обмін пропозиціями як частину підготовчого процесу, в той час як переговорники із високо індивідуалістичною культурою сприймають його як складову процесу прийняття конкретних рішень. Автори дійшли висновку, що для носіїв висококонтекстних культур, які характеризуються низьким рівнем індивідуалізму – обмін інформацією носить часто символічне значення, в той час як для носіїв низькоконтекстних культур – практично-прикладне значення, що може суттєво впливати на хід крос-культурних переговорів.
Посилання
Adair W.L., Brett J.M. Culture and Negotiation Processes. In The Handbook of Negotiation and Culture. Stanford University Press. 2004. P. 158-176.
Adair W., Weingart L., Brett J. The Timing and Function of Offers in U.S. and Japanese Negotiations. Journal of Applied Psychology. 2007. №92. P. 1056-1068.
Aslani S., Ramirez-Marin J. Dignity, face, and honor cultures: A study of negotiation strategy and outcomes in three cultures. Journal of Organizational Behavior. 2016. №37. Р. 1178-1201.
Balliu T., Spahiu A. Pre-negotiation activities: A study of the main activities undertaken by the negotiators as preparation for negotiation. European Journal of Economics and Business Studies. 2020. Vol. 6, Iss.2. Р. 75-86.
Barston R. Modern Diplomacy. 4th edition. Abingdon: Routledge, 2013.
Brett J.M., Gunia B.C., Teucher B.M. Culture and negotiation strategy: A Framework for future research. Academy of Management Perspectives. 2017. №31. Р. 288-308.
Brodowicz М. Hall's High and Low-Context Model of Culture. Aithor. URL: https://surl.li/pwhzim
Brett J.M., Okumura T. Inter- and intracultural negotiation: U.S. and Japanese negotiators. Academy of Management Journal. 1998. №41. Р. 495-510.
Elahee M.N., Kirby S.L., Nasif E. National culture, trust, and perceptions about ethical behavior in intra- and cross-cultural negotiations: An analysis of NAFTA countries. Thunderbird International Business Review. 2002. №44. Р. 799-818.
Erkuş A., Banai M. Attitudes towards questionable negotiation tactics in Turkey. International Journal of Conflict Management. 2011. №22. Р. 239-263.
Fisher R.W. Getting to YES: Negotiating agreement without giving in (2nd edn.). New York: Penguin, 1991.
Gelfand M.J., Brett J., Gunia B.C. Toward a Culture-by-Context Perspective on Negotiation: Negotiating Teams in the United States and Taiwan. Journal of Applied Psychology. 2013. №98. Р. 504-513.
Graf A., Koeszegi S.T., Pesendorfer E.M. Electronic negotiations in intercultural interfirm relationships. Journal of Managerial Psychology. 2010. №25. Р. 495-512.
Gunia B., Brett J., Nandkeolyar A. In global negotiations, it's all about trust. Harvard business review. 2012. №90 (12).
Hofstede G. Culture’s Consequences: International Differences in Work-Related, 1980.
Hofstede G. Culture's consequences. Comparing values, behaviors, institutions, and organizations across nations. 2. ed., [reprint]. Thousand Oaks, Calif.: Sage Publ., 2001.
Hofstede G., Bond M.H. The Confucius connection: From cultural roots to economic growth. Organizational Dynamics. 1988. №16. Р. 5-21.
Hofstede's cultural dimensions theory. Wikipedia. URL: https://surl.li/wifbfu
House R.J., Hanges P.J., Javidan M. Culture, Leadership, and Organizations. The GLOBE Study of 62 Societies, 2004.
Jasper K. Persuasion: The hidden forces that influence negotiation. London, 2018.
Routledge J. Optimizing multi-stage negotiations. Journal of Economic Behavior & Organization. 2001. Vol. 45. Р. 155-173.
Khan M.A., Baldini G.M. Understanding the scope and importance of negotiation, in The Palgrave handbook of cross-cultural business negotiation, New York: Palgrave MacMillan, 2019.
Lewiki R.J. Negotiation. 8th edition, New York: McGraw-Hill Education, 2020.
Mahadevan J. A Very Short, Fairly Interesting and Reasonably Cheap Book about Cross-Cultural Management. London: Sage, 2017. 146 P.
Meerts P. Diplomatic negotiation: Essence and evolution, The Hague: Clingendael Institute, 2015.
Metcalf L.E., Bird, A., Peterson M.F. Cultural influences in negotiations: A four country comparative analysis. International Journal of Cross Cultural Management. 2007. №7. Р. 147-168.
Nikerson R. Argumentation: The art of persuasion, Cambridge: Cambridge University Press, 2021.
O’Keefe D.J. Persuasion: Theory and research, 3rd edition, London: SAGE, 2016.
Salacuse J.W. Intercultural Negotiation in International Business. Group Decision and Negotiation. 1999. №8. Р. 217-236.
Sawyer J., Guetzkow H. Bargaining and negotiation in international relations. In: Kelman, H. (Ed.) International Behavior, Holt, Rinehart, Winston, New York, 1965. Р. 465-520.
Triandis H.C., Gelfand M.J. Converging Measurement of Horizontal and Vertical Individualism and Collectivism. Journal of Personality and Social Psychology. 1998. №74, Р. 118-128.
Trompenaars F., Hampden-Turner C. Riding the Waves of Culture: Understanding Diversity in Business. Nicholas Brealey Publishing, 1998.
Weiss S.E., Stripp W. Negotiating with foreign business persons. In The Cultural Context in Business Communication, Ed. Niemeier, 1998.
Zweir P.J., Guernsey T. Advanced negotiation and mediation theory and practice: A realistic integrated approach. 2nd edition. Boulder: National Institute for Trial Advocacy, 2016.
Adair W.L., Brett J.M. (2004). Culture and Negotiation Processes. In The Handbook of Negotiation and Culture. Stanford University Press. - Р. 158-176.
Adair W., Weingart L., Brett J. (2007). The Timing and Function of Offers in U.S. and Japanese Negotiations. Journal of Applied Psychology, №92, Р. 1056-1068.
Aslani S., Ramirez-Marin J. (2016). Dignity, face, and honor cultures: A study of negotiation strategy and outcomes in three cultures. Journal of Organizational Behavior, №37. - Р. 1178-1201.
Balliu T., Spahiu A. (2020). ‘Pre-negotiation activities: A study of the main activities undertaken by the negotiators as preparation for negotiation’, European Journal of Economics and Business Studies, Vol. 6, Iss.2. - Р. 75-86.
Barston R. (2013). Modern Diplomacy. 4th edition. Abingdon: Routledge.
Brett J.M., Gunia B.C., Teucher B.M. (2017). Culture and negotiation strategy: A Framework for future research. Academy of Management Perspectives, №31, Р. 288-308.
Brodowicz М. Hall's High and Low-Context Model of Culture. Aithor. URL: https://surl.li/pwhzim
Brett J.M., Okumura T. (1998). Inter- and intracultural negotiation: U.S. and Japanese negotiators. Academy of Management Journal, №41. - Р. 495-510.
Elahee M.N., Kirby S.L., Nasif E. (2002). National culture, trust, and perceptions about ethical behavior in intra- and cross-cultural negotiations: An analysis of NAFTA countries. Thunderbird International Business Review, №44. - Р. 799-818.
Erkuş A., Banai M. (2011). Attitudes towards questionable negotiation tactics in Turkey. International Journal of Conflict Management, №22. - Р. 239-263.
Fisher R.W. (1991). Getting to YES: Negotiating agreement without giving in (2nd edn.). New York: Penguin.
Gelfand M.J., Brett J., Gunia B.C. (2013). Toward a Culture-by-Context Perspective on Negotiation: Negotiating Teams in the United States and Taiwan. Journal of Applied Psychology, №98. - Р. 504-513.
Graf A., Koeszegi S.T., Pesendorfer E.M. (2010). Electronic negotiations in intercultural interfirm relationships. Journal of Managerial Psychology, №25. - Р. 495-512.
Gunia B., Brett J., Nandkeolyar A. (2012). In global negotiations, it's all about trust. Harvard business review, №90 (12).
Hofstede G. (1980) Culture’s Consequences: International Differences in Work-Related.
Hofstede G. (2001). Culture's consequences. Comparing values, behaviors, institutions, and organizations across nations. 2. ed., [reprint]. Thousand Oaks, Calif.: Sage Publ.
Hofstede G., Bond M.H. (1988). The Confucius connection: From cultural roots to economic growth. Organizational Dynamics, №16. - Р. 5-21.
Hofstede's cultural dimensions theory. Wikipedia. URL: https://surl.li/wifbfu
House R.J., Hanges P.J., Javidan M. (2004). Culture, Leadership, and Organizations. The GLOBE Study of 62 Societies.
Jasper K. (2018). Persuasion: The hidden forces that influence negotiation, London.
Routledge J. (2001). ‘Optimizing multi-stage negotiations,’ Journal of Economic Behavior & Organization, Vol. 45. - Р. 155-173.
Khan M.A., Baldini G.M. (2019). Understanding the scope and importance of negotiation, in The Palgrave handbook of cross-cultural business negotiation, New York: Palgrave MacMillan.
Lewiki R.J. (2020). Negotiation. 8th edition, New York: McGraw-Hill Education.
Mahadevan J. (2017). A Very Short, Fairly Interesting and Reasonably Cheap Book about Cross-Cultural Management. London: Sage. 146 P.
Meerts P. (2015). Diplomatic negotiation: Essence and evolution, The Hague: Clingendael Institute.
Metcalf L.E., Bird, A., Peterson M.F. (2007). Cultural influences in negotiations: A four country comparative analysis. International Journal of Cross Cultural Management, №7, Р. 147-168
Nikerson R. (2021). Argumentation: The art of persuasion, Cambridge: Cambridge University Press.
O’Keefe D.J. (2016). Persuasion: Theory and research, 3rd edition, London: SAGE.
Salacuse J.W. (1999). Intercultural Negotiation in International Business. Group Decision and Negotiation, №8. - Р. 217-236.
Sawyer J., Guetzkow H. (1965). Bargaining and negotiation in international relations. In: Kelman, H. (Ed.) International Behavior, Holt, Rinehart, Winston, New York, Р. 465-520.
Triandis H.C., Gelfand M.J. (1998). Converging Measurement of Horizontal and Vertical Individualism and Collectivism. Journal of Personality and Social Psychology, №74, Р. 118-128
Trompenaars F., Hampden-Turner C. (1998). Riding the Waves of Culture: Understanding Diversity in Business. Nicholas Brealey Publishing.
Weiss S.E., Stripp W. (1998). Negotiating with foreign business persons. In The Cultural Context in Business Communication, Ed. Niemeier.
Zweir P.J., Guernsey T. (2016). Advanced negotiation and mediation theory and practice: A realistic integrated approach. 2nd edition. Boulder: National Institute for Trial Advocacy.
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