This chapter is talk about the factors that make international negotiation different. Here are seven factors we need to know, they include: (1) political and legal pluralism, (2) international economics, (3) foreign governments and bureaucracies, (4) instability, (5) ideology, (6) culture, and (7) external stakeholders. From the Phatak and Habit’s five immediate context factors are discuss next: (1) relative bargaining power, (2) levels of conflict, (3) relationship between negotiators, (4) desired outcomes, and (5) immediate stakeholders. We understand that these environmental and immediate context factors acts to make international negotiations more difficult, effective international negotiators need to understand how to manage.In next section we discuss how to conceptualize culture. We discuss 10 ways that culture can influence negotiation: (1) the definition on negotiation, (2) negotiation opportunity, (3) selection of negotiators, (4) protocol, (5) communication, (6) time sensitivity, (7) risk propensity, (8) groups versus individuals, (9) nature of agreements, (10) emotionalism. We know the effects of culture on negotiation outcomes negotiation process, negotiator cognition, and negotiator ethics. In the clothing choosing the correct strategy for a given negotiation is the degree of familiarity that a negotiator has with the other culture.
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