Negotiation and Culture

A good diplomat knows that you can never get anywhere until you put yourself in the shoes of the person
sitting across the table from you. We negotiate and communicate the way we do because we are raised in a
particular culture and learn its language, rules, and norms. Different cultures may have different frames and
norms. Assume that you are a negotiation expert at the State Department, and the administration has decided
to do a new direct bilateral negotiation with the North Korea regime about the nuclear issue. Your boss has
asked you to write a memorandum to the Chief Negotiator about the cultural factors in this negotiation. In this
memorandum, you should (1) explain why cultural differences could affect the dynamic of this negotiation and
how; (2) provide suggestions about how to overcome the barriers of cross-culture negotiation; (3) other issues
that you think are important for the chief negotiator to consider during the process of negotiating with people of
a contrasting culture