...Introduction International business is not just about nationalities, it is also about cultures. Cultures influence negotiation styles, values and communications. Image a situation where a Japanese supermarket manager negotiating with an American salmon supplier with their own negotiation styles: the Japanese negotiator want to extent the length of negotiation in order to seek the best result of the deal, but the American negotiator treats time as money and he/she wants to quickly reach the agreement (Evans & Richardson, 2010). This essay will firstly discuss the definitions of culture and negotiation, and then it will discuss cultural influence on negotiation and its behaviour; finally it will suggest possible strategies in addressing difficulties caused by cultural differences. This essay will argue that cultural impacts increase the difficulties of cross-culture negotiation, but negotiators can successfully manage the difficulties by increasing their knowledge of different cultures and continuously practise relevant strategies. Culture Culture is a term that can be explained in many different ways. According to Alon and Brett (2007), culture is a process of socialisation that people learn a shared pattern of behaviour and affective understandings. These patterns distinguish one group of people from another. Carrell, Shank and Barbero (2009) also state that culture is not physical elements but the perceptions that members consider them. People from the same culture usually...
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...EMPL 3270: NEGOTIATION – THEORY & PRACTICE RESEARCH ESSAY Q2: According to Fells (2012, p.207) “As a negotiation unfolds, it is easy to attribute any behaviour, particularly behaviour that is different to your own, to culture and so ignore the many similarities”. Consider this statement with reference to contemporary research on cross-cultural negotiation and use examples to illustrate your analysis Introduction: Former President and charismatic leader of the United States John F. Kennedy once stated that, “We cannot negotiate with people who say what's mine is mine and what's yours is negotiable” (Kennedy, 1961). This timeless quotation epitomizes and typifies in essence what can commonly be regarded as cooperative negotiation. Formally, the term negotiation is commonly defined as two or more parties or groups deliberating amongst each other endeavoring to achieve a decisive result, which is mutually beneficial for both entities. When considering the process of negotiation across contrasting geographic locations or countries, negotiators have to understand the repercussions which heterogeneous cultures have in the final outcome of a potential deliberation. Culture is defined as the ‘unwritten rules of society’ (Hofstede et al, 2010) and most typically refers to those characteristics or values, which are unconsciously embedded in a large group of citizens through the ongoing processes of tradition and various forms of education. Understanding the pertinence of cultural...
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...How Negotiators Can Assess and Successfully Challenge a Suicidal Person Deborah Kennedy CJ407-01: Crisis Negotiation Professor Gregory Cheaure Kaplan University August 3, 2012 This essay is going to explain how negotiators can assess a suicidal person and successfully challenge that person’s belief. When a negotiator gets called out to an incident it is their job to determine the subject’s state of mind. The negotiator must look for verbal cues if he/she cannot see the subject to get a look at their body language. Then there are other visual things the negotiator looks for if the subject is visible. One type of person that a negotiator must be very aware and concerned with is someone who may be suicidal. Some of the cues a negotiator can look for if the subject is visible can be found in the subject’s physical appearance. The subject might look like they have not showered in days, they might look like they have slept in their clothes, messy hair, or they just might look all disheveled. Their living quarters might look quite messy also with dirty dishes all over or empty soda cans lying around which normally would not be typical. In speaking with the subject their voice might be soft and they may have a flat affect. They may sound depressed. They may have very slow speech. When the negotiator begins to build trust and a dialogue with the subject asking the right questions will also help find out what the subject is thinking. The negotiator may need to allow the...
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...Culture Impact on German Negotiation Style Chen Shuqi SEIB Abstract As the increasing frequency of international trades， international negotiation skills draw a lot of attention. Regarded as a major barrier for cross-cultural communication, understanding culture difference is of signification . This essay will firstly introduce the study history and relevant definitions of international negotiation and how culture factors impact on negotiation style. Considering the gradual closed trade relationship between Germany and China and the commonly acknowledged differences of national cultures between them, this essay would firstly analyzes images of Germans for the general Chinese in a book, Die Langnasen . Further, it clarifies German negotiation style basing on analysis from Hofstede's cultural dimensions theory. We find out that some of German business behaviors from the theory don’t fit with our general impression as the book concludes. After discussion about the deficiency of the theory or possible stereotype of the book, we try to present a modification of the prevalent impression about German negotiation style, and give some suggestion about how to carry out a better international business negotiation with Germans. It may be possible to provide us a better understanding in successful negotiation process with Germans. Key words: International negotiation, German culture, German negotiation style 德国文化对其谈判风格的影响 陈舒祺 国际商务英语学院 2011级国际商务管理 摘 要: 随着跨国贸易的频率迅速增长，国际商务谈判技巧尤为重要。...
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...Negotiations Grantham University Abstract America is and will always be the greatest place on this earth to live and raise a family. One of the so called rights’ of passage to anyone living in modern times is to keep up with the current trends that may be going on. One of the main trends in America today is way to get back and forth from one place to another. No matter how people choose to travel. Owning their own car is one of the main trends we see no matter where we go. Although the reasons for getting a car may vary from person to person. No matter what their reasons may be they still have to show up at a local dealer and negotiate in some form or fashion. The purpose of this essay is to give my opinion on a negotiation strategy utilized by a character named Michelle. In this brief essay I will talk about the behavior I assume would be coming from a local car salesman. Finally I will summarize by giving the characteristics of the opening offer, reservation price, tactics, tradeoffs and discussions of a Plan B if the original plan becomes untenable. Distributive Bargaining With so many people getting jobs today and needing a way to get back and forth to get to work a way to pick their family and friends up or to just get from here to there. At some point in time they all have to go to a local care salesman and start the negotiation process to get the car they either wanted or the car they needed. Once they got to the salesman no matter what the outcome of the sale...
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...Vedio: Bloomberg TV, ‘Apple Plugs iPhone Into China Mobile Customer Base’, (media release, 15 January, 2014), access online at http://www.bloomberg.com/video/apple-plugs-iphone-into-china-mobile-customer-base-fJKTKr6ySmaNqHuxe6W_RQ.htm According to the news, this essay reveals several managerial theories and ideas. Including Fayol’s managerial functions, planning and controlling. Some Mintzberg’s managerial roles, and the task environment for China Mobile is also mentioned. At last, the essay concludes by the implications for the China Mobile’s project with Apple in the future. Managerial Functions: Planning, Controlling Based on the managerial functions of planning, organizing, leading and controlling, China Mobile cooperates with Apple just interpreting the planning function in a good way. Planning is the top level of managerial function, which involves choosing goals, setting course of action and allocate organizational resources. Moreover, controlling is the action for the organisation to maintain or improve performance to measure if they could achieve their goals (Waddell et al., 2013). Because of Apple’s influence, and the considerable shares of market, it is not hard to see the cooperation is a big move for China Mobile. As the largest carrier of the global, the video point out that Apple will have potentially 700 million subscribers when it sell iPhones together with China Mobile. What was not mentioned according to the video, it will be a big opportunity for China...
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...Reflective Essay on Negotiation Negotiation occurs on a regular basis in a daily life and individuals negotiate in business occasions or outside of the workplace. Having superior negotiation skills is critical to the success in personal life and career development. This essay will indicate my natural preferences for different influencing tactics, connections between what I learnt and preconceptions, my perceptions about the activity, an understanding of negotiation and a personal action plan. The aim is to have a thorough grasp of the influencing tactics and improve my negotiation skills. Natural preferences for different influencing tactics In terms of the utility of influencing tactics, I preferred rationality and emotional appeal during the activity, as well as exchange. I acted as Chris Johnson, an employee who recently switched to the department and was not eager to wear safety glasses, and had a conversation with the new manager, Dale Williams, who should impose the safety rules. According to the role description, I had planned to focus on my demand for this job and no necessity for wearing safety glasses. When asked about the relationship with the previous manager in the first role play, I cited examples to demonstrate that I was an easy-going and reliable employee. Meanwhile, I listed my reasons point by point to explain that it was unnecessary to wear safety glasses. In the second round, I observed that the person in the manger role was patient and considerate...
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...¶ 1). In this paper, I will review two negotiation situations that employ different strategies. I will describe the two negotiation processes used, comparing and contrasting them against one another. In addition, I will also discuss how these strategies might apply in the workplace setting. Situations In a situation described by Dr. Bob March (2009), most foreign companies fail in negotiating a business deal in China because they failed to do their research, being unprepared (¶ 1). Preparation requires the negotiator to do research. In doing research the negotiator will have a better understanding of the counter party, in this the Chinese, in hopes of identifying what they really want from the agreement. Additionally, research would allow them to better understand the Chinese culture, understanding the counterpart’s expectations, habits and basic fundamentals in which the Chinese culture conducts business. Lastly, research would have allowed the foreign negotiator to understand how important the Chinese weigh the development a trusting relationship, prior to entering into a business transaction. In another example, Michelle LeBaron (2003) that stated that U.S. approaches “to negotiation rely heavily upon individual values,...
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...Managerial Negotiations Professor Richardson Exam Review Exam Layout * Covers Chapters 1 – 10 * 34 multiple choice (worth 2.5 points each = 85 points) * 2 short answer/essays (worth 10 and 5 points each = 15 points) Overview: The exam will cover material from the chapters and class lectures. Use your notes and the class slides as a guide. To further direct your studies, here are some key terms and concepts from each chapter on which to focus. Chapter 1 What are the characteristics of negations? Why do negotiations occur? What are the different types of negotiations? What are the dilemmas associated with negotiating? What is mutual adjustment? What is the dual concerns model with regard to concern for outcomes? Chapter 2 How would you describe distributive bargaining? What is BATNA? What are some examples of hardball tactics? Chapter 3 How would you describe integrative negotiation? What are interests? How do you facilitate integrative negotiation? Chapter 4 What is the difference between strategy and tactics? What is the dual concerns model with regard to substantive vs. relationship outcomes? What does planning involve? Negotiating Style and Individual Differences (Readings 4.1 and 4.2) What are some differences between male and female negotiators? Chapter 5 What are some common perceptual distortions that that may affect negotiations? What are some common perceptual biases that may affect negotiations? How do emotions affect...
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...Main Topic: Managing Workplace relationship, conflict and negotiation skills include effective communication. Building relationships within the workplace According to Harbour S. (2015) establishing and maintaining good working relationships is the key to a positive workplace. Effective businesses encourage the development of positive relationships between managers and employees as well as amongst coworkers. It is imperative to create a clear and concise company mission statement and distribute a copy of the statement to each employee, so that they can be clear on exactly what is expected of them and the intended goal of the business they represent. Teamwork should be encouraged through formal and informal team-building activities. Management could always arrange a company-oriented outing, such as fun days consisting of activities such as tug a war or cricket, or involve the office in a team-based charitable activity. Good relationships in the workplace thrive when individuals feel part of a team and comfortable with their teammates. The need for two way communication should be encouraged, as this would boost staff morale. The better and more effectively persons communicate with those around them, the richer the work relationships will be. All good relationships depend on open, honest communication. Managers should always reward great work as quickly as possible, and address problems or concerns immediately. Acknowledge staff members publicly with written or...
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...Introduction: The purpose of this essay is to discuss the managerial role which involves Fayol’s four functions. The Fayol four functions are planning, leading, organizing and controlling. The essay shows whether the Fayol’s four function theory is relevant to roles of manager in reality. The essay also looks into the influence of economic and technological factors on the work of the manager. The manager that was interviewed is Mr.T and he is working as operation director in Company S. Company S is a part of manufacturing industry in Malaysia. He has been working in this industry for the past twelve years as an operating director in Company S. Company S collects waste materials like old computers, tins, glasses and computer components from multi-national companies and large industries. After that, the company S will process the waste materials and finally sell the processed materials to other industries and companies. Mr.T is assigned as operating director of the company which can be considered to be top level management. Responsibilities of top level managers are controlling the entire organization and to develop goals, strategic plans and make major decisions in the company (…). He also lead the workers to achieve to the company’s objectives and targets. Management is a process of where individuals work together and use the knowledge and skills to improve the efficiency and opportunity enhancement of the company, in order to achieve particular objectives (Hussain, Lucas...
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...Chapter 1 The Nature of Negotiation Fill in the Blank Questions 1. People ____________ all the time. Answer: negotiate Page: 2 2. The term ____________ is used to describe the competitive, win-lose situations such as haggling over price that happens at yard sale, flea market, or used car lot Answer: bargaining Page: 3 3. Negotiating parties always negotiate by ____________. Answer: choice Page: 6 4. There are times when you should _________ negotiate. Answer: not Page: 6 5. Successful negotiation involves the management of ____________ (e.g., the price or the terms of agreement) and also the resolution of ____________. Lewicki/Barry/Saunders, Negotiation, 6/e 1 Answer: tangibles, intangibles Page: 8 6. Independent parties are able to meet their own ____________ without the help and assistance of others. Answer: needs Page: 9 7. The mix of convergent and conflicting goals characterizes many ____________ relationships. Answer: interdependent Page: 10 8. The ____________ of people’s goals, and the ____________ of the situation in which they are going to negotiate, strongly shapes negotiation processes and outcomes. Answer: interdependence, structure Page: 10 9. Whether you should or should not agree on something in a negotiation depends entirely upon the attractiveness to you of the best available _________. Answer: alternative Page: 10 – 12 10. When parties are interdependent, they have to find a way to ____________ their differences. Answer:...
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...the choice of negotiation strategy, including both short and long-term thinking relative to the consequences, how to frame goals and the importance of the continuing relationship with the other parties involved after the negotiation process has ended. It is common knowledge that negotiation occurs in a series of steps or processes that are conclusive of many contractual principles, many of which are commonplace in daily routine. Offer, acceptance, and consideration for the proposal, and counter proposals from the parties redefining goals, and adjusting the tactics and strategy used based on the progress or the lack thereof being made in the process. Hopefully, this paper will shed some light on strategies as a plan predetermined by the negotiator to act as a guide to achieving the goals of the negotiation whether win-win or win-lose....
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...August 24, 2015 Prof. Kelly Price Noble Cell Phone Negotiations Negotiation is a daily process that most individuals and organizations participate in either covertly or overtly. Consequently, during the negotiation process, there are many factors that can determine the negotiation strategies and tactics used in the process. Gender difference, personality, culture, perception, cognition, and emotion are all huge influencers of negotiation. Take the following scenario for instance; there is an all-male negotiating team from the United States that seeks a cell phone price of $6 per unit. Assume the American team embodies the following Hofstede’s cultural dimensions: •Individualistic (negotiators from individualistic cultures may be more likely to swap negotiators. Getting the best deal for self is important.) •Low-power distance (cultures with low power distance are more likely to spread the decision making throughout the organization (utilization of vertical decision making). Options by other members of the organization/team are welcomed and it is possible to question a leader’s decision) •Short-term orientation (building and marinating relationship is only valued during the negotiation process. Once negotiations conclude, so does the relationship. ) •Low-context (XXXX) While on the other hand, there is an all-female negotiating team from China that offers cell phones with a $9 per unit price tag. Yet, the Chinese team embodies the...
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...Encouraging the parties to talk and work things out using persuasion techniques is another. It is all in the approach. Persuasion is often used just to get reluctant participants to talk; to get reluctant adversaries to open up, consider options and discuss the situation. This dialogue is an essential step forward in any negotiation. There are many ways to be persuasive. To improve your negotiation technique, learn to use these 10 persuasion techniques, or recognize when they are being used on you. In most negotiations we assume that the prime motivators are avarice and greed. While almost always present, these motivators are not always the most persuasive techniques available to a negotiator. It is the ability to use more subtle tactics that marks the difference between negotiators. Positive Persuasion Techiques 1. Positive Reinforcement The desire to be liked is very strong in all of us. An effective persuasion technique is the use of classical reinforcement conditioning. The Pavlovian cause and effect relationship model relies on the consistent response, positive or negative, to condition the other person to react in a specific way. In any negotiation there are ample small issues that need to be resolved before the main task is even addressed. Deciding when and where to meet is the start of a relationship. Reinforcing the other person's working with you on these little issues with a sincere smile, handshake or appreciative gesture you are subliminally reinforcing...
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