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Cell Phone Negotiations

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Cell Phone Price Negotiation
Diana Smith
MGT 557
February 4, 2013
James Scurlock

Cell Phone Price Negotiation
When in negotiation, many things come into play with how the negotiation will end. Many factors can play into how each party will work together to come to an outcome. Studying the opponent may give insight to how the negotiation process will play itself out. Not only is the bargain range important to both parties but also each party should look at the other party’s gender differences, personality, culture, perception, cognition, and emotion.
In discussing the gender differences between the two parties of American and Chinese, it is important to recognize that in most situations negotiations are not one gender against another. In this situation; however, the Americans are an all-male negotiation team and the Chinese team is all-female. Given the American team is individualistic in its action; persons on the team will assist in the decision-making process. This gender also tends to be more goal-oriented, task-driven and less relationship-oriented. The Chinese team, on the other hand, consists of only females and has a gender more relationship-oriented. Collectivism, like the Chinese team will form a cohesive group and the person holding a supervisory role will make the decisions. Members of this team will look for approval from the leaders of the team. Also the difference in gender in the two teams will focus on the concept that men will see a beginning to the negotiation process and an end. They see the relationships as separate from the negotiation. The Americans will focus on the goal with a strong point of view, and the Chinese will seem take more time because the Chinese will work more on their relationships. The need to go through the powers of authority to make a decision will delay any decisions. Gender differences also play a

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