There are six factors in environmental context that make international negotiations more challenging than domestic negotiations: political and legal pluralism, international economics, foreign governments and bureaucracies, instability, ideology and culture.
These factors can act or limit or constrain organizations the operate internationally, and it is important that negotiators understand and appreciate their effects.
The immediate context factors that can have an important influence on negotiation are: relative bargaining power, levels of conflict, relationship between negotiators, desired outcomes and immediate stakeholders.
These models are good devices for guiding our thinking about international negotiation.
The most studied aspect of international negotiation is culture. It is important to recognize that even though culture describes group-level characteristics, it doesn’t mean that every member will share those characteristics equally. There are two important ways that culture has been conceptualized: culture as shared values and culture as dialectic.
Cultural differences have influenced negation in several different ways: Definition of negotiation, negotiation opportunity, selection of negotiators, protocol, communication, time sensitivity, risk propensity, nature of agreements and emotionalism.
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