Negotiations Between International Companies From American And Asian Cultures

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.

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

Why is it important for you to increase your knowledge and skill in Asian cultures, languages, negotiation styles, and business practices?

Whether it is at work, church or in our private relationships, negotiations are a necessary tool for reaching an agreement. They are made by discussing each parties point of view with the aim being to reach an agreement that is mutually beneficial. For the most part, negotiation is the process by which those people involved successfully adopt or abandon their respective position through the use of positional bargaining. There are different types of approaches for the negotiation process - some hard and others soft in their manner of approach. The desired outcome of

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.

Cultural negotiations are business negotiations with different cultural conditions. Under the background of economic globalization and international economic integration, the business ties between countries are becoming more and more closely. In order to avoid cultural conflicts, it is important to understand the different cultures of different countries.

cultural differences in different countries (Tu & Chih, 2011). Throughout the paper using eighteen resources, will show the impact of different regions, culture, and religion on business negotiations. Then compare and contrast the effects of religious orientation on the negotiating styles China, and Europe. The aim is to investigate the role of religious culture as a factor in shaping the negotiation styles of people with different cultural and religious beliefs. While business people may be united in their ultimate goal of agreeing, the processes by which they do so are different, and this difference makes

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

An effective business negotiation is very significant in achieving a successful business relationship. As the businesses expand globally, so do the conflicts between the interacting parties. These conflicts only get amplified if the interacting parties are from different cultural background. An individual 's cultural background plays a big role in his perception, which affects his judgment, motivation and behavior at the bargaining table. The perception of an individual is the manifestation of the deeper held values and beliefs he has grown up with. In short, culture affects the whole negotiating process. A better

These include differences in individuality levels between different countries, and how those affect doing business. For example, Americans are accustomed to making their own decisions, whereas in less individualistic cultures individuals are not empowered to make decisions and therefore work more as a collective. This affects many aspects of the negotiating process between different cultures, including the meaning of meetings and punctuality. The different viewpoints on formality are also highlighted as major differences that can cause issues in international business, especially because there is a substantial gulf between formality levels of Americans and business leaders in most parts of the world.

When cultural becomes a complication in the workplace, the best negotiation strategy is for the people within the company to collaborate. Everyone must take the time to recognize that we are all different and that we all have different perspectives. By collaborating everyone gives up something to come to a common ground. Realizing that different countries negotiate various ways will be beneficial to all companies. In most most culture, there will always be a collaborator, an accommodator, a competitor, a avoider and a compromiser. The tradition in China is reading the Art of War and following it as a negotiation tool throughout life. China prefers to handle negotiations during lunch

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

Many businesses aren 't fully aware of these cultures and when encountered with them, they fail to communicate or negotiate effectively. According to Jeswald W. Salacuse, who wrote the book The Global Negotiator: Making, Managing, and Mending Deals Around the World in the Twenty-First Century found that there are ten major elements that complicate international business. A few that stand out are “Negotiating Goals: Contract or Relationship?” My interpretation is that when dealing business, it is sometimes hard to figure out how to act or speak. One side may think strictly business, while the other side may want to get to know you and then talk business. Salacuse states that as a general rule, it is safer to act formal instead of informal. Some cultures think that part of the negotiation is more about forming a relationship between both sides instead of forming a contract. It can be harmful to a business to expect one thing when they need to be open to more options and expect the unexpected. It is important to try to understand how the other business does business. Business is very tricky. You can go into a meeting expecting to form a relationship with the other business, when they could not care less and want a contract formed. A common goal is an ideal way to go about things. In a survey conducted of 400 people from 12 different countries, 74% of Spanish people said the goal of negotiation was a contract and 33% of Indian

Global trades account for more than 60% of the world’s Gross Domestic Product (The Economist, 2014, para. 2), therefore, the important role of International Business Negotiations (IBN) in the global economy. Manrai and Manrai article The Influence of Culture in International Business Negotiations (2010) discusses the art and sciences aspects of successful IBN from a cultural perspective.

There are two main cultures involved in the negotiation process. The Japanese and French culture. The Japanese is a face culture that emphasis on the interests of the collective, relative, to those of the individual. Face cultures are very hierarchical structures and the fundamental group is the family. Japanese view conflict as violations of duties and obligations. In a face culture once an agreement for its complications for roles and responsibilities has been reached, the relationship is likely to be very stable. When face cultures analyze a problem, they focus on the problem and the context that might have caused the problem, and based on experienced knowledge. On the other hand, the French culture is consider to be an honor culture, this means the culture generally hierarchical social structures, they respond to insult with aggressively and protect their self-worth. The honor culture is to be trustworthy, putting your self-worth in hand of others. In the negotiation, honor culture tend to be more analytic thinking and are influenced by