Essay on A Comparison of negotiation style

Negotiation is a fundamental form of dispute resolution involving two or more parties (Michelle, M.2003). Negotiations can also take place in order to avoid any future disputes. It can be either an interpersonal or inter-group process. Negotiations can occur at international or corporate level and also at a personal level. Negotiations often involve give and take acknowledging that there is interdependence between the disputants to some extent to achieve the goal. This means that negotiations only arise when the goals cannot be achieved independently (Lewicki and Saunders et al., 1997). Interdependence means the both parties can influence the outcome for the other party and vice versa. The negotiations can be win-lose or win-win in nature.

How do Westerns and East Asians differ in general? Many scholars comment on the fact that East Asian countries act similarity in various conditions due to the influence of Confucianism and shared culture history. Often the Confucian roots in these countries become solutions to resolve the cultural differences compared to the West. Raymond Cohen categorizes the Western style negotiation into a low-context style and Asians as high context style. The reason that the East and West differ greatly in negotiating styles is due the collectivistic traits in Asian societies but not Confucianism.

The Chinese negotiation style is based on building relationships with people in the negotiation rather then to hammer out details of an agreement. They feel the beginning stages of the negotiation is the time establish a human relationship and to create the bonding of friendship with the goal to become “old friends” by the

The Chinese take time to discuss the risks and benefits than dealing with tough negotiations. The American style is usually not perceived well in Chinese business culture. I believe both styles are important depending on the situation. In business, one of the most important traits is patience. It is usually best to remain calm and “keep your face” to be seen as professional. Over the years, I have learned to be patient and identify the benefits and risks to have a solution to any

Ethics in Chinese and American systems: The Chinese culture is such that most of the members of the population have a deep sense of morality. They also are concerned with finding ‘the way '. That is why most Chinese negotiators will be concerned with the process of negotiation rather than the final result.

This paper shows cultural differences between Iranians, Chinese and Indians in business negotiations based on interviews with three businessmen: an American citizen who set up a general trading company in China, an Iranian Canadian citizen who has a trading company in Iran, and an Indian America who set up a business in India. The interview questions focused on cultural elements based on Hofstede’s research: power distance, low-high context, and general business behavior in these countries.

Cahn and Abigail (2014) define negotiation as “a particular type of conflict management—one characterized by an exchange of proposals and counter proposals as a means of reaching a satisfactory settlement” (p. 229). Negotiation is a fact of life. Subsequently, we spend a substantial amount of time negotiating for something every day. The fact of the matter is that life is full of conflict situations. Whether in our personal or professional lives and whether or not we are aware of it, we are often engaged in conflict situations that require tapping into our conflict negotiation skills. From deciding what movie to see, where to eat, to asking one’s boss for a raise, we are all engaged in some type of negotiation. These real-life

I have set time to role playing the negotiations to get ready to address who, what and how of the negotiations in case our top interests are contested. It will be critical to have an accurate cultural context. Although I completed my MBA from the U.S.A. it was six years ago. I am familiar with U.S.A. cross cultural aspects, but I am rusty. I hired a consultant that is very adept of U.S.A. culture and will be able to

North America’s culture certainly affect international business activities, the same happen among all countries and continents in the world. Culture and tradition have a particular role in person’s critical thinking, communication barriers and behavior. In the business environment negotiation is an important skill in where all parties needs to be pleased, at the end you have to give for you to be able to receive, either is entering into a contract or building a

“Guanxi” derives from Confucianism which greatly values interpersonal relations, but is utilized in business negotiations, particularly with foreigners. Due to China’s history of betrayal by other countries, the Chinese have a fear of being taken advantage of by untrustworthy foreigners. To prevent any future betrayal, the Chinese use the negotiating tactic “guanxi” to ensure a superior status versus the dependent in their business or political relationship.

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.

Communication styles in negotiation are probably one of the most important skills or characteristics one will develop over a lifetime. From the point a human being begins to develop cognitive skills, the process of learning and understanding situations become more apparent. One will learn from a very young age the dynamics and characteristics of communication and its role in negotiation. To better understand the communication process, one must be able to recognize how they communicate, whether it is on an assertive, aggressive, passive, or passive-aggressive level of communication. The manner in which one conveys his/her message is critical, and the many methods in which they do it is

An effective negotiator is a strategic negotiator, who is able to switch back and forth between different phases of a negotiation without losing the goal in mind. An effective negotiator takes time to process what is happening during the negotiation and ensures that the right problem is being resolved while taking into consideration other party’s intrests to finding a common ground. Concequently those type of actions facilitate in the process of a negotiation by creating a cooperative environment and enhance the furture relationship between the parties (Fells 2012; Sebenius 2001). An effective negotiator aknowledges that no party is the same and as every negotiation, every negotiator is different from one another. These variations explain the DNA of negotiation that requires an effective negotiator to take into considerations the strands of the DNA, such as “reciprocity, trust, power, information exchange, ethics, and outcome” that vary from person to person (Fells 2012, pg 8).

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

Negotiation is all about a strategy. The end result is usually to end a problem that someone is having, whether it is personally or