A Brief Note On Business Negotiator And International Business Managerial

Different cultures have different negotiation styles. Americans tend to make decisions impersonally and straightforwardly, rely a lot on documentation or evidential proof, and not put a lot of value on emotional sensitivity. Americans typically have a lack of commitment to the employer and either will break ties if it is deemed necessary (Deresky, 2014).

In this negotiation, we learned that it is important to research your opponent, to understand their culture, not only of their country or backgrounds, but also their company culture. When we are able to understand our opponent’s way of thinking about business and doing business we can then understand how to approach a negotiation situation with them. In this exercise, we learned that it is difficult for us to adjust when it involves breaking or acting in a way opposite of what we are accustomed to. We also learned that although my classmates live in the same country as we do, their upbringings may have similarities to their origin country and will therefore help them to communicate and adjust to that country’s norms and standards. We were surprised how we were able to stay in character although it was hard and it was surprising how people responded when they were unaware of your intentions and strategies. If we had to do this exercise again, what we can do is do more research on our opponents so that we would have an idea of what to expect in the negotiation table.

Carnevale PJ (1995) Property, culture and negotiation. In: Kramer R, Messick DM (eds) Negotiation as a social process, pp 309–323 1

The two articles provide excellent examples of different negotiation styles. The car negotiation uses the competitive style, whereas the mall negotiation uses the avoidance and collaboration styles. The styles have different approaches, tactics, and strategies, but both are effective for different situations. The negotiation strategies are applicable in my work, especially for price and service negotiations with clients. Understanding the different strategies through analysis is a critical tool in successfully applying the styles to everyday negotiations.

Ting-Toomey (1988) states an assumption of face-negotiation theory is that “people in all cultures try to maintain and negotiate face in all communication situations.” Another assumption of the theory described by Ting-Toomey (1988) is that face is problematic in sensitive interpersonal situations, such as conflict. According to Oetzel and Ting-Toomey (2003), the theory is useful in explaining both differences and similarities in face and facework during conflict situations. Many scholars have researched specific areas regarding face-negotiation theory. The areas mentioned below will focus on the concept of face, conflict, and intercultural situations.

This section contain a summary of Negotiation in International Relations. The author begin his article by starting his purpose and the main discussion point in writing the article. First of all, the author represented the meaning of negotiation and nation’s negotiation in term of the effects that may cause of the government or two parties involved. The meaning provided of negotiation is as a process with explicit proposal and the objectives of

Culture classifies as low-context or high-context, although very different (Chaney, 2013). The differences are important when planning approaches to negotiations. Adjusting situations accordingly is necessary for successful presentations. Furthermore, successful presentations depend on excellent communication. Miscommunication increases with language barriers in more than one way (Chaney, 2013). An interpreter is extremely important; a translator minimize miscommunication due to comprehending difficulties with both parties. Unforeseen questions and concerns lack immediate attention without an interpreter and often lost in translation. Furthermore, it is important for high-context cultures to bond (Chaney, 2013).

This portfolio project will analyze the strong need for proper negotiations between different cultures. This topic is one that needs everyone’s full attention, especially for those professionals involved in negotiations or government. Yes, this matter touches governments, because such negotiations, in many occasions involve other countries. For this particular exploration, one will focus on negotiations with Mexico. Therefore, it is for this affair that everyone must understand how important cross-culture negotiations are for this country. In addition, while involved in negotiations many individuals think that such topics only involves local companies or organizations. This is not always the case. When dealing with cross-cultural negotiations, many times the negotiators are negotiating for the good of the country. For these particular negotiations, it involves all of North America. Yes, this can also involve Canada. These three countries are part of The North American Free Trade Agreement, signed by the three states in 1994 (International Democracy Watch Staff, 2001). That is why this process is more than just making a sale with one particular party. Therefore making it very important for negotiators involved in this subject, to know how to approach parties from a different culture. Even more, knowing the other groups culture alone will not do the job. These responsibilities need deep communication knowledge, proper planning, and the correct negotiating tactic. Many already

Explain each stage of the negotiation process and the role that culture plays in each stage. Give example to support your answer

In order to find out in what way the American culture of Electrowide as opposed to the Chinese culture of Motosuzhou will influence negotiation attitudes and positions, some intercultural research needs to be done beforehand. In assessing these cultures at an informal level as well as a business or formal perspective, I need to become aware that not all actions or behaviours can be directly explained by cultural differences alone. Sometimes it is a party’s incapability of correctly identifying its position or leverage points within the negotiation which causes rudeness or

As seen in the case study of Tiger Surgical Supplies, a cultural misunderstanding of what is viewed as acceptable negotiating behavior in the host country can lead to undesirable results for both parties. Like Vietnam and many countries across Asia, Taiwan has some of the same expectations and needs when looking to complete a successful business negotiation. In this section, the addressed topics will include these expectations and how they ultimately affect American companies, like McDonald’s, who do business there. The following are the principles of negotiation used by Taiwanese as proposed by Ma (2000):

In this era of modernization business is expanding its horizon to all over the world. To do a successful business at the global level one should also consider the fact of cross cultural negotiation according to the country. Now, what is cross cultural negotiation?Why do we study cross cultural skills? What is its relation with the business deals? How does it affect a business deal? All these questions come to our mind with this. To do business in a different country one should be aware of the people of that country and should also be aware of how they respond to different situations.Otherwise you won’t be able to get success in your business. They behave according to their cultural values and beliefs while doing business. Cultural believes affects their communication nature and the way of observing the business deals. Having a study of your consumer’s culture will give you an edge to crack the deal. It affects a lot of factors like strategy making, advertising, marketing, consumer’s reaction etc. In international negotiation expertise in the business practices is not only required but minding cultural effects is also very important. You should take account of their cultural practices in your mind, understanding and respecting their cultural values is also very important. Many of the managers haven’t kept mind of these facts due to which a lot of business deals did not happen. In this term paper we will be focusing

The study of social psychology in turn has huge implications for learning about and teaching negotiations. In Bargaining for Advantage, director of Wharton School of Business Richard Shell both complements and utilizes the social and psychological underpinnings present in bargaining. Specifically, he uses examples to illustrate how different aspects of culture and personal mentality affect can outcomes in negotiations, ranging from major business transactions to intimate personal agreements. Further, information-based

In the world of business, the importance of developing good international relationship is increasing as technology and competition arises. Today, there is no country that feels self-sufficient enough to not do negotiations with diverse countries across the world. Nevertheless, certain negotiations may experience conflicts while communicating since the agreement is being done by people from different countries. The most common issue that humans experience while communicating with people around the world is the culture since society can sometimes be close minded, meaning that “people see what they want to see(Riccardi, 2014).” As Pellegrino Riccardi expanded the problem with intercultural communication, he stated the real significance in the definition of culture, which is being in the comfort zone of familiarity and acceptance. In addition, according to Benedict Lee(2015) some of the barriers that affect intercultural communications include “anxiety, ethnocentrism, assumptions, stereotype and prejudice.” However, there are ways to conquer intercultural communications such as acquiring “good attitude, being knowledgeable of the other culture, and developing such cultures empathy skills(Lee, 2015).” Communication across cultures will be described by going in deep in the work of Geert Hofstede and examining culture of China and Australia.

In the case that Professor Zhao gave us we can see clearly that Mr. Moto met with a lot of serious problems in an intercultural negotiation. And all these problems had a bad influence on the international connect. The case also has left us two questions. The first is that whether the different between high context culture and low context culture is that important and whether the difference will destroy the negotiation if one can’t handle it properly. The second question is that whether the only solution for the conflict is to give up one’s own culture and accept everything in another culture.