The Influence of Culture on Negotiation - 1342 Words

Company Observation Essay The Influence of Culture on Negotiations Negotiation Elements and Cultural Dimensions adopt a much less confrontational style in order to avoid direct, aggressive conflict. These cultures may adopt a more collaborative orientation toward the negotiations. In developing a strategy, it must also include levels of risk a party is willing to take for sharing the information, revealing positions, and general considerations on how to best approach a collaborative negotiation strategy. According to Hofstede, some cultures also tend to be fearful of unfamiliar risks. Hofstede’s four dimensions of culture reveal that cultural variation plays a role in negotiations. The next paragraph provides another view of†¦show more content†¦The final area demonstrating culture’s affect on negotiation styles is risk-taking or the willingness of a party to share information, seek alternatives through new approaches, or tolerate ambiguity in order to find a joint resolution. Among all respondents about 70% prefered high risk-taking. However there were significant variations by culture. The Japanese for example have only 18% choosing a high level for risk-taking. More significant risk takers were France (90%) India (89%) and the U.K (88%). Development of a Strategy An important aspect in developing a cross-cultural negotiation strategy revolves around preparation. First, in addition to analyzing the current issues that brought the parties, it is better to study the other negotiator’s culture and history. Next, it is necessary that a negotiator be self-aware of his or her own culture. Finally, to do a relationship with the other parties involved before the negotiations begin is time well spent. The negotiator’s skills in research and preparing the environment will impact the negotiation positively. Knowledge gained concerning a culture’s various interests is also significant to the cross-cultural negotiator. For exa mple, for those that generally have a low tolerance for ambiguity, precise information is very important. A strategy for conducting cross-cultural negotiations can be developed. Chris Moore and Peter Woodrow have identified five strategies based on theShow MoreRelatedInfluence Of Japanese Culture On Business Relationships And Negotiations1781 Words   |  8 Pages possible to meet a buyer’s wishes† (The Influence of Japanese Culture on Business Relationships and Negotiations, 1992, p. 56). Because the seller is in the lower position, they should use honorific language when addressing the buyer or they risk alienating a potential customer. Japan’s vertical structure can also lock Americans out due to the reciprocal relationships many businesses have with large banks and corporations. This structure is called keiretsu, of family of companies. AlthoughRead MoreBusiness Negotiation Dynamics1322 Words   |  5 Pagesï » ¿BUSINESS NEGOTIATION DYNAMICS How can negotiations be made more amenable to womens own voices? Do you think negotiation styles within organizations and society writ large are changing as more and more women are found in leadership roles? It would be difficult to make negotiations more amenable to womens own voices starting at the point where organizational roles and behavioral norms are already established. For that to happen, it is likely that active listening would have to be taught more generallyRead MoreAgreements, Political And Trade Negotiations1658 Words   |  7 Pages(400 words) Negotiation is used to handle differences and conflict, to create bridges where there are barriers, and to transact business in a global world. But however important the skill of negotiation is, many people fail at it and can cause long-term resentments between cultures or firms (Dolan and Kawamura, 2015). International negotiations can be put into three different categories which including security, political and trade negotiations (Druckman, 2001). Trade negotiation is the main themeRead MoreInternational Business Is Not Just About Nationalities722 Words   |  3 Pagesalso about cultures. Cultures affect negotiation strategies, decisions values and communications. A case in point focuses on a scenario whereby a proficient U.S negotiator travels to Mexico to negotiate for a profitable business deal. Furthermore, the above named negotiator puts into consideration the aspect of time. Time is considered as money and therefore he intends to achieve the best deal within 24 hours. Reaso nably, the above scenario depicts different cultures engaging in a negotiation processRead MoreCulture Difference in Business Negotiation1456 Words   |  6 PagesÃ¥  ·Ã¯ ¼Å¡08203241 è â€Ã§ ³ »Ã¦â€" ¹Ã¥ ¼ Ã¯ ¼Å¡*********** è ® ºÃ¦â€"‡æ  â€¡Ã© ¢ËœÃ¯ ¼Å¡Ã¦â€"‡åÅ'â€"Ã¥ · ®Ã¥ ¼â€šÃ¥ ¯ ¹Ã¥â€¢â€ Ã¥Å  ¡Ã¨ °Ë†Ã¥Ë† ¤Ã§Å¡â€žÃ¥ ½ ±Ã¥â€œ  2010Ã¥ ¹ ´6æÅ"ˆ Titleï ¼Å¡the influence of cultural difference on business negotiation 〠Abstract】International business negotiation is playing a more and more important role in modem society. We can see clearly that there are great differences in international business negotiation. Specially, culture can influence negotiating styles in different ways, because negotiators who may come from another nation is different fromRead MoreCulture And International Business Negotiations1188 Words   |  5 PagesCulture and International Business Negotiations 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. Culture has been classified in innumerable ways and the comprehensionRead MoreA Brief Note On Business Negotiator And International Business Managerial975 Words   |  4 Pagesand international business managerial. The objectives of this literature are: †¢ Identify the strategies and tactics for different ways of arguing †¢ Identify how culture influences the ways of arguing †¢ Evaluate the effectiveness of ways of arguing at different cultures †¢ Identify the interaction of the two strategies when different cultures meet In this literature, most of the literature collected is through online platforms, such as UWE online library and Google Scholar while hardcopy books that wereRead MoreThe International Business Negotiations Influenced By Chinese And American Cultures And Differences743 Words   |  3 Pagesbusiness negotiations influenced by Chinese and American cultures and differences Jialin Zhao CMN6060 Professor Stephen Novick October 26, 2016 Abstract 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 differentRead MoreInfluence Of Cultural Differences On International Business Negotiations Essay1077 Words   |  5 Pages2. The influence of cultural differences on international business negotiations In the negotiation practice, many negotiators often do not understand or pay attention to the important influence of the cultural importance of the negotiations. During the international business negotiating the process, some negotiators may have been aware that the different or hard to understand the concrete manifestation. However, some foreign negotiators, in order to maintain a harmonious relationship between theRead MoreThe Iranian Revolution755 Words   |  4 Pagesengage in direct talks, as marked by a meeting between both sides in Geneva in 2009. The US recognises the role Iran could play in the stability of the region with its involvement in the Syria civil war by supporting the Assad regime, its incredible influence in Iraq, and the proxy war with Saudi Arabia in the form of the Houthi-Sunni conflict in Yemen. These factors appear to have encouraged Washington to change its approach to Iran from isolation to one of cautious engagement. The conflict between