Fundamentals of International Negotiation

1. Knowledge economic, financial marketing, others

1.1. Nationail & Cross-cultural

1.2. Human behavior

1.3. Interests and priorities parts

1.4. Pattern of interaction

1.5. Features and differences

1.6. Negotiation Factors

2. International Negotiators

2.1. Counterpart’s culture

2.2. Negotiator’s level of familiarity

2.3. Culturally responsive strategies

2.4. Strategy and tactics

2.4.1. Induce own approach

2.4.2. Improvise an approach

2.4.3. Employ adviser

2.4.4. Involve a mediator

2.5. Avoid misunderstandings

2.5.1. Clashes between cultures

2.5.1.1. Integration

2.5.1.2. Assimilation

2.5.1.3. Separation

2.5.1.4. Marginalization

2.6. Value differences than similarities.

2.7. Perceptual estimatation power

2.8. Overview parts

2.8.1. Influence

2.8.2. Involvement

2.8.3. Structural variables

2.8.4. Paradigms

2.8.5. Potential partners

2.8.6. Potential higher value

3. Culture

3.1. Tautological, vague, epiphenomenal

3.2. Attributes intangible

3.2.1. Meanings, values, beliefs

3.3. Intangible characteristics

3.3.1. Expressions, behavior patterns and artifacts

3.4. Dynamic social phenomenon

3.5. Acroos borders

3.6. Within countries

4. Perception

4.1. Recognition good or bad

4.1.1. Misinterpretation

4.1.2. Incorrect inferences

4.1.3. Magnify cultural differences

4.2. Under cultural optics

4.3. Interpretation stimuli

4.4. Mean of the individual

4.5. Create value

5. National Negotiating Styles

5.1. Links

5.1.1. Person’s culture

5.1.2. Negotiating type

5.2. Range cultural responses