Training American Businessmen to Meet the Psychological Challenges of International Negotiation

The literature on psychological factors affecting the process of negotiation offers implications for conducting effective international negotiations. Recent advances in cognitive psychology provide useful insights into the "belief systems" of the negotiators, who need special skill in evaluating the strengths and weaknesses of other cultures. Mental model theory can also be applied to international technology transfer negotiations and to understanding how they affect individual and group decision making. Mental models can affect the overall framework of the negotiation process and individual decf.sions of policymakers and negotiators. A psychological challenge facing any negotiator is to overcome cognitive biases, preconceptions, and mental "sets." Psychologists have developed strategies that can be consciously used to help avoid these mental pitfalls. Negotiating teams are groups of individuals each with his or her mental model for working within that group or institution. Additionally, these groups often adopt shared mental models. Shared beliefs often become institutionalized. The prcblem with institutionalized belief systems is that they often serve as a defense against contrary views. Effective international negotiators and business people share certain traits. Analyzing the differences in intercultural communication and the negotiating and decision-making styles of individual negotiators is also necessary to maximize the likelihood of success. (36 references) (YLB) *********************************************************************** * Reproductions supplied by EDRS are the best that can be made * * from the original document. * *********************************************************************** TRAINING AMERICAN BUSINESSMEN TO MEET THE PSYCHOLOGICAL CHALLENGES OF INTERNATIONAL NEGOTIATION Richard E. Redding Washington and Lee University and Human Technology, Inc. U.S. OtPARTMENT Of EDUCATION OH o (A Educational Roseeich and Improvement ED CATIONAL RESOURCES INFORMATION CENTER (ERIC) This ckA.ument has been leprnduced ale received horn the pe:son Of organitation originating it 0 Minor changes have been Tad. to improve reproduction Quality PrnIsotvi.wovopenuonUIsIedinthiSdOcu ment do not necessarily represent official OERI position or policy "PERMISSION TO REPRODUCE THIS MATERIAL HAS BEEN GRANTED BY A di kintat TO THE EDUCATIONAL RESOURCES INFORMATION CENTER (ERIC)."