A style of negotiation is influenced by personality and ability of the negotiator as well as the cultural, political, and emotional situations. Non-verbal behavior play very important role in a negotiation process. Some of the characteristics typical to American style of negotiation can be misinterpreted by others due to cultural differences.
Some of the characteristics of American style of negotiation are: impatience, arrogance, poor listening, insular, legalistic, naïve, fair, friendly, flexible, risk takers, pragmatic, and cooperative. (McDonald, 2001) Some of these characteristics can be misinterpreted in other cultures.
Americans get down to business quickly. They are impatient, and give little attention to relationship building. American negotiators are time conscious, and try to close the deal quickly. (Dresky, 2006) But, in other cultures, especially in Asian countries, negotiators take time in getting down to business. Impatience of American negotiators cause misunderstanding during negotiation. Negotiators of other cultures interpret it as a lack of concern for relationship building and rigorous process.
American style of negotiation is misinterpreted as an unemotional style of negotiation which lacks commitment. (Dresky, 2006) In many cultures negotiators are looking for emotional bonding. A rational style of negotiation is perceived as lack of commitment.
American negotiators are time conscious. But, this style of negotiation may be misinterpreted as an attempt to pressurize other party into making a quick decision. (Dresky, 2006) In many cultures negotiators take time in consensus building before making a decision. Thus, American style of negotiation is misinterpreted as a rough tactic.
American negotiators are perceived as poor listeners. It goes hand in hand with the perception that they are impatient and arrogant. Thus, in many cultures