Cross Cultural Sales Negotiation

There are many opportunities available for companies willing to venture into new, international markets. Reaching more customers and therefore, turning a larger profit are two fairly obvious reasons for companies to consider global expansion. However, the potential benefits do no end there. Expanding to international markets can hold less obvious, yet extremely beneficial appeals such as access to new and different talent pools, grander output requires great advances in efficiency, and international expansion can, in some cases, aid in “future proofing” the company.

Although there’s a lucrative offer outlaid, companies are faced with many barriers internationally which could lead to pitfalls. Therefore it is important that an international market research is conducted to understand customer’s needs which will give managers information on constructing a strategic decision before exploiting the market. This report mainly covers the barriers of conducting a market

Hill, C. (2011). International business, competing in the global marketplace. (8 ed.). New York, NY: McGraw-Hill Irwin.

Cultural Differences. Cultural differences affect the perceptions and behaviors of different parties in any international negotiation in different ways. These include the goal of the talks; different cultures view negotiations differently with some negotiators viewing them as an opportunity to get a signed contract between the involved parties. Others view negotiations as a start of a relationship between the two parties. The concept of win-lose or win-win scenarios deeply ingrained in different cultures and might affect the perceptions of the many negotiators. The time factor is also sensitive in negotiations with Europeans consider highly punctual while Latinos are usually late and the Americans are fast at cutting a deal (Craig et al., 1996). By reducing formalities, Americans maximize on time available which could be central to the Japanese. Display of emotions during negotiations varies from one culture to another with the Asians are hiding their feelings while the Latinos show how they feel. The cross-culture attributes and skills needed for successful negotiation International business refers to the performance of direct investment activities and trade across the national borders. Globalization has pushed firms to pursue markets across the national builders. The growing numbers of collaborations and transactions across

Negotiation is viewed differently across various cultures. While many Americans view the process of negotiation as competitive, the Asian community is more likely to view negotiation as a means of information sharing (Lewicki, Barry, & Saunders, 2010). I have found that many Americans generally view the negotiation process as being a distributive process and can be assertive when it comes to negotiation. Some cultures view negotiation as either distributive or integrative. There are several different managerial perspectives in how culture can influence negotiation.

An important matter insists straight way attention and action. To my mind, the biggest difference between Americans and the people in other countries in terms of negotiating is that, Most Americans are very individualistic while the Japanese people view that it as an opportunity for sharing information. Although the Chinese people believes that “silence is golden; and the French like to be independent. They are deliberate inert in a negotiation, and all the people in the world want to be like

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.

Technological advancement has made globalization an inevitable factor that businesses of the future will need to consider in order to be successful. Increasingly, companies that have been solely domestic are branching out internationally for a wide variety of reasons, but in the end, it’s all about making profits from previously inaccessible market segments. The scaling is vast: international businesses can be as small as a stay at home mother that just created a Limited Liability Corporation to sell a unique product to the world, to an already established international businesses conglomerate with offices across the globe.

Daniels, J. D., Radebaugh, L.H. & Sullivan, D.P. (2015). International business. (15th ed.). Upper Saddle River, NJ: Prentice Hall/Pearson Education.

Cross cultural negotiation can be a trick business. Fisher (1980) writes “it is naïve indeed to venture into international negotiation with the untempered self-assurance that ‘after all, people are pretty much alike everywhere’” (p.7). As similar as people are, culture can influence very different world views and customs, both of which will impact negotiation. A brief warning before we start: creating stereotypes based on research will not be helpful in learning how to negotiate with other cultures. These data only provide a starting point, a hint at what can be done to smooth the process.

The world consists of many different cultures and nationalities. International business is thriving and companies need to be

How does culture affect behavior during negotiation in general and the different stages involved? Critically evaluate this link and assess its importance for international managers. Throughout your answer, refer to at least two contrasting cultures of your choice, and cite relevant theories and examples from international

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

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

International business is much more complex than operating within the domestic market because countries are extremely different in many ways. The