Cell Phone Negotiations Essay

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Cell Phone Negotiations Monique Wilson MGT/557 April 9, 2012 Marie Smith Cell Phone Negotiations Conflicts and disputes in negotiations arise because of a number of reasons. Opposing interests, cultural, gender, personality, and emotional differences are contributing factors as well. Culture is an important dimension of international negotiations. According to Vochita (2008), it is an ingrained behavioral influence which affects the way collective groups approach, evaluate, and negotiate opportunities for international business. This paper will evaluate how the influence of the aforementioned differences will play in cell phone…show more content…
406, 2010). The United States team offer of $9 is highly negotiable. Because the cell phone team from China is both female and collectivistic, relationships are very important in negotiating. Women are more aware of the complete relationships among parties who are negotiating and collectivistic society place very high importance on fostering relationships as well (Lewicki et al., 2010). The China team will stick together and form a united front during negotiations. Their power will come from a strong group presence that builds a connection and enhances everyone’s power (Lewicki et al., p. 406, 2010). Individualism Individualism focuses on the degree the society reinforces individual or collective, achievement and interpersonal relationships ("Greet Hofstede Cultural Insights For Inernational Business", 1996). The United States team is an individualistic society. They focus more on individual achievement and independence. In individualistic societies, negotiators are considered interchangeable and competency is an important consideration when choosing a negotiator (Lewicki, Barry, & Saunders, p. 451, 2010). Because the United States team is individualistic, they are more likely to change negotiators or leaders to achieve the most desirable outcome. They may even seek other alternatives or cell phone producers if they cannot come to an agreement with the all-female team from
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