The Global Work Force And Cross Cultural Negotiation

Decent Essays

"We have nothing to fear, but fear itself." How ever true this might be, it is human nature to feel fear, and more importantly fear of the unknown. Often fear leads to mistrust, which can finish a negotiation before it has even begun. IN today’s increasingly globalised world, being culturally prepared and culturally aware allows negations to at least commence smoothly and efficiently. Globalisation has brought everyone on earth closer together, we can be chatting to someone in Argentine, and emailing someone in Shanghai. Organisations have tapped into the global work force and cross-cultural negotiation is by-product of this. How ever when negotiating across culture, negotiators must always remember that the cross cultural differences are not the issue up for debate, and through many social cues we can see how different cultures and behaviours different to our own can insight fear, and fear of the unknown, nearly hijacking the negotiations. This is evident through many things, whether it is almost superficial concepts, such as language, gestures and eye contact. It is also evident through more profound explanations such as time orientation. Despite the overwhelming amount of literature asserting the major differences in cross-cultural negotiation, there are many experts in the field who disagree. We contrast the pre-discussed notions and can see that cross-cultural differences are also a smokescreen for many negotiators to hide behind for many reasons. This contrast to the

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