How Does Culture Affect Behaviour During Negotiation Of General And The Different Stages Involved?

For any international organization, understanding cultural differences is very significant in the global context. The article analyzes the role and impact of the cultural perspective when dealing with conflict in the global context. “What seems like a perfectly reasonable approach in one culture may seem ridiculous, disrespectful, inefficient, or unfair to managers from other cultures. Japanese and German managers may be uneasy with conflict resolution preferences that differ from their own.” (Adams, p.110.) The understanding that organizational and global cultures vary results in the connected research supported in several businesses in diverse fields.

Use selective concepts and terms from chapter readings to prepare a word paper in which, the paper will describe negotiations that you have participated in (in example sales, purchase of home, car, salary etc.). In this paper analyze roles of communication and personality in negotiation and how they contribute to detract the negotiation.

1. Discuss the stages in the negotiation process and how culturally-based valuesystems influence these stages. Specifically, address the following:

Negotiation is an important process of business that takes place when two or more parties agree to exchange goods and services against certain amount. There are some major and minor differences that exist in conducting negotiations. For effective cross-cultural negotiation one gather necessary information, about communication pattern, time orientation, national culture and mindsets. For example in European countries businesses are done on contractual basis where as in south Asian countries it is more dependent on personal terms.

An important goal is to be culture competent. From a COI perspective these two countries are both cultural opposite based on Thinking Styles, Interaction Styles and Sense of Self. The only similarity between both organizations is that they both have an inductive “Thinking style.” It makes sense to try and capitalize on this similarity. Both parties will be interested in discussing concrete cases, facts, and evidence, rather than abstract theories. I have reviewed the U.S.A. critical negotiating differences to identify the key difference in processes and practice for negotiating powers, negotiators, values, preparation, protocol, structure, compromise and conflict structure. We are very dissimilar. I find that MedDevice’s organization to be very much in line with the aspects mentioned in the COI.

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

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).

However, beneath the iceberg, we have value, beliefs, norms and assumptions. These are all important factors of the negotiator that a negotiator who is unfamiliar with the culture would not be aware of if they simply showed up to the negotiation without first conducting research (Thompson, 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.

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

As Nisbett explained, Western Cultures practice erabi, whereas eastern cultures practice awase. Erabi focuses on arguing or defending a point and using that point to achieve the goal that you have in mind for the negotiation. People disagree about something and then spend great amounts of time and money proving

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

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

Discourses of negotiating styles constantly treat a specific society 's feelings toward time. So it is said that Germans are constantly timely, Latins are frequently late, Japanese arrange gradually, and Americans rush to make a deal. Records of negotiating behaviour in different cultures quite often indicate a specific group 's prejudice or lack in that team to show feelings. By stereotype, Latin Americans demonstrate their feelings at the negotiating table, while Japanese and numerous different Asians conceal their sentiments (Baarslag, 2014). Clearly, personal identity assumes a part here. There are straightforward Latins and hot headed Japanese. In any case, different cultures have distinctive standards as to the politeness and type