Cross Cultural Negotiations. Essay

4411 words - 18 pages

1. INTRODUCTION.In the modern era of globalisation, cross-cultural negotiations are inevitable. Essentially, cross-cultural negotiations are still governed by all the rules of mono-cultural negotiations. In other words, to successfully reach a mutually satisfactory agreement, a negotiator is required to understand the behaviour of their bargaining partner, and the goals and motivations governing their behaviour. The element that makes cross-cultural negotiations more complex, however, is the influence of cultural values and traits on such goals and motivations. The significance of this cultural influence on negotiation practices becomes even greater when the two parties involved have considerably different cultural backgrounds, as is the case when Asian and Western partners negotiate. This report, therefore, examines the differing negotiation behaviours of the Chinese and the German business person.Business ties between the Chinese and the German have steadily grown in recent years. Since the open door policy was initiated in 1979, the Chinese market has become the most important market for many foreign enterprises. German enterprises are no exceptions, with Volkswagen's success in China a prime example of the growing business ties between the two cultures. Given the importance of these business ties, it is important that negotiators from both cultures understand the differing negotiation behaviours of their counterparts. Generally, the Chinese tend to be more people-orientated, patient, indirect, and tactical. The Germans, on the other hand, value objectivity, precision, and efficiency. It is then through understanding and more importantly accommodation of such differing traits that negotiators from both cultures can successfully reach a mutually satisfactory agreement.2. THE NEGOTIATION PROCESS.Before entering into any negotiations, one must be familiar with the various elements of the negotiation process. Whilst researchers differ slightly in their agreement on a universal model of the process of negotiation, a widely accepted approach is to categorise the negotiation process into five distinct stages:i) Preparation;ii) Relationship building;iii) The exchange of task-related information;iv) Persuasion; andv) Concessions and agreement.a) PreparationAs with most frameworks, preparation is the first stage and usually involves pre-emptive work. An advantage can be gained if negotiators familiarise themselves with the entire context and background of their counterparts in addition to the actual subject(s) being negotiated prior to the negotiations taking place. The best way to begin this process is to develop a profile of the relevant counterparts, this will help the negotiators identify what to expect, how to prepare, and how to react based on deep-rooted motivations and traditions. A profile is most useful if it distinguishes how the particular characteristics of a culture affect the negotiation process. One effective profiling method is to use a...

Find Another Essay On Cross-cultural Negotiations.

negotiation in cross cultures Essay

3402 words - 14 pages Negotiation In a Cross-Cultural Environment—American versus Japanese Table of contents I.     Introduction II. III. IV. V. Conclusion VI. References I.     Introduction      Negotiations always occur between parties who believe that some benefit may come of purposeful discussion. The parties to a negotiation usually share an intention

Cultural Differences in Joint Ventures Essay

3260 words - 13 pages The Challenge of Cultural Success…………………………………………..7 Cross-cultural training as a solution…………………………………………8 The effectiveness of the cross cultural training programs………………8-9 Future Directions for Cross-Cultural Training and International Business Assignments……………………………………………………………………..10. Conclusion………………………………………………………………………..10 BIBLIOGRAPHY…………………………………………………………………..11 INTRODUCTION Since the end of World War II, international

Greetings from Grozny

1162 words - 5 pages Manchuria. Nevertheless, the history illustrates transitions of government change from the mid 1600s to the present. Russian government transitioned from a monarchy to a communist state to a democracy (“Russian History: Imperial period”, 2008). Communist rule shaped Russia’s conflict with Chechnya, because it created a cross- cultural conflict that separated the Russians from Chechens through cultural boundaries (Avruch, 2002). Furthermore

Gender and Negotiation Behaviour

3254 words - 13 pages gender inequities in negotiations (Kolb 2009). This narrow perspective omits other dimensions of identity as contributions to negotiation (Holvino 2012), as well as putting sole responsibility on the individual to overcome gender-based negotiating obstacles. This view neglects the possibility that changes on a cultural or institutional level can affect the differences in negotiating performance between genders (Meyerson & Fletcher 2000). As such


3694 words - 15 pages their personal background. Non-Asian negotiators should keep in mind that Asian negotiators analyze business issues in a more holistic, interactive and complex way. Because of it, Asian businessmen tend to take a longer period of time in decision-making, Non-Asian negotiators should be more patient when negotiating with them. Non-Asian managers will have a more comparative advantage in cross-cultural negotiations if they take the time to learn the

Keynote Address at the International Association of Business

1053 words - 4 pages the function of knowledge and skills in relation to cross-cultural awareness.The magnitude of global business has generated a demand for managers knowledgeable in international business customs and practices. I would like to emphasize this statement because of the enormous impact cross-cultural awareness has on the success or failure of a multinational organization. Thoroughly understanding cultural orientations and mastering cross-cultural

Culture and it's impact on the business world.

1597 words - 6 pages jobs.To a great extent national culture influences organizational cultures. The impact of culture is significant on international firms when their organizational culture is not in line with national cultures. People can acquire or shed a series of organizational culture in the course of their career, but one will never disregard their own national culture. Conducting successful cross cultural negotiations is a key ingredient for many international

Cultural Misunderstanding during International Business

840 words - 3 pages there will be loss or misunderstanding during communication. For instance, in some countries, people like using implicit words, which are hard for foreigners to understand. It will cause big problems in cross-cultural negotiations. Language-based misunderstandings will happen, even with two native speakers of the same language, but from different dialect groups or social classes, communicating, because of accent, slang or technical terms. What's


3470 words - 14 pages INTRODUCTIONAs a recently appointed manager of the Southern Cross Group 5 star international hotel chain I have been asked to discuss the importance of and issues relating to Cross-Cultural management in Avarua, Cook Islands. This report will investigate the cultural, economic, political and social environments in the Cook Islands, identify tourism developments and the important role cross-cultural management plays with both employees and

Cultural and Regional Differences

1778 words - 7 pages . Also, T&D benefits the employee by giving her more capabilities and opportunities to advance her career. Our strategy will include training and development in three areas:Technical Training and developmentSupervisory/Management training and developmentGeneral domains training and development (Health, Safety, Environment, Global environment topics)•Level of cross-cultural trainingoWorkplace cultureBasics of cultureUnderstanding the basics

Case study--culture clash in corning and vitro joint venture

1679 words - 7 pages alliance.3. If Corning and Vitro had decided to remain in the alliance, how could they have overcome their differences to make the partnership success?International alliances are an ideal setting within which to explore cultural differences in negotiations because they involve not only up-front negotiations over the initial structure of the relationship, but also constant and ongoing negotiation to manage what can be an inherently unstable and

Similar Essays

Cross Cultural Negotiations Essay

3283 words - 13 pages - in law, in business management, in science, in engineering fields. The purpose of this paper is to study, within case analyses framework, whether cultural influence can be detected in cross-cultural negotiations. This paper will also attempt to establish the significance and effect of culture on negotiations and aim to define culture and the important role it plays during the process of negotiation.Definition of TermsThe influence of culture

American Business Managers In Cross Cultural Negotiations

816 words - 3 pages because they are "local", we should be able to treat them the same as we do our own contacts. This is so very far from the truth.The Spanish culture of Mexico and the Latin/South American countries are similar in so may ways to their Spanish ancestors, but are still quite set in their own Cultural manners. Even in the smallest of towns, there is a tight social ladder that must be adhered to if negotiations are to be successful. Each person has their

Cross Cultural Negotations Essay

3291 words - 13 pages professional socialization - in law, in business management, in science, in engineering fields. The purpose of this paper is to study, within case analyses framework, whether cultural influence can be detected in cross-cultural negotiations. This paper will also attempt to establish the significance and effect of culture on negotiations and aim to define culture and the important role it plays during the process of negotiation.Definition of TermsThe

Getting More: How You Can Negotiate To Succeed In Work And Life

2420 words - 10 pages negotiating, people interact with each other on a daily basis and people cross paths. Having a good reputation of being fair, having positive character qualities can lead to more networking with individuals. This can be related to how many clients are referred or if certain negotiations will happen. The greatest motivation of a person is to see the effects of negotiations from the beginning to the end results. Recommendation I would recommend the