...5-1-2010 Cultural impacts in international negotiation negotiating with Norwegians Simen Moen Nordbo Recommended Citation Nordbo, Simen Moen (2010) "Cultural impacts in international negotiation - negotiating with Norwegians," ADR Bulletin: Vol. 12: No. 2, Article 2. Available at: http://epublications.bond.edu.au/adr/vol12/iss2/2 This Article is brought to you by ePublications@bond. It has been accepted for inclusion in ADR Bulletin by an authorized administrator of ePublications@bond. For more information, please contact Bond University's Repository Coordinator. Nordbo: Cultural impacts in international negotiation ADR Bulletin of Bond University DRC Cross-cultural dispute resolution dynamics Cultural impacts in international negotiation — negotiating with Norwegians Simen Moen Nordbo Introduction The global community and the interdependent relationships amongst its citizens is ever-growing, causing increased communication and trade across cultures. For Norway international organisations like the WTO (the World Trade Organisation), EU (European Union) and EFTA (the European Free Trade Organisation) and improvements in communication and transport contribute to constant cross-border developments. As an industrialised country Norway takes part in these forms of globalisation. International connections and relationships are established while negotiation is used as a dominant factor in the intercultural legal and business systems. Moreover negotiation as a dispute...
Words: 5629 - Pages: 23
...NEGOTIATING SKILLS CASE STUDY TOPIC: MANAGING INDUSTRIAL UNREST: A CARIBBEAN CONUNDRUM By David A. Matthery Table of Contents Executive Summary 3 Identification and examination of angle being used 4 Case Analysis (Application of negotiating skills concepts) 5 Conclusion 10 Bibliography 12 Executive Summary The organisation structure determines the manner and extent to which roles, power and responsibilities are delegated, controlled and coordinated, and how information flows between levels of management. "Cultural Implications" is the connection that culture has on organisation. Implications are essentially consequences from a particular event at a cultural level.. Culture influences the structures as well as the behaviour of the different stakeholders. The understanding of the cultural context from which an employee or customer originates is imperative to the overall success of any business. This has created an extensive increase in demand for training and understanding, particularly within the area of decision making. Mesopotamia Brewery ltd initially seeks to facilitate training within the context of “Industrialisation by Invitation” i.e. the contractual agreement with the expatriate brewers to facilitate the transfer of knowledge...
Words: 2926 - Pages: 12
...Nonverbal Behaviours Cultural Differences in International Business Negotiations Nonverbal Behaviours Cultural Differences in International Business Negotiations Globalization embraces the free-market system which is driven by policies to allow the integration of markets in the global economy. By reducing trade barriers, it has promoted free trade - encouraging competition to spread globally. As a consequence, the global environment of business has become exceedingly challenging as the number of corporations competing in the world marketplace rise. The unprecedented growth of international business has become increasingly dependent on effective face-to-face negotiations between business partners from different countries which often have unique cultural nuances. Culture influences how people think, communicate and behave, which ultimately affects the way they negotiate. For example, many countries which utilize northern European, German, English, and Scandinavian languages are categorized as low context cultures, and rely on spoken words in order to communicate. Conversely, high context cultures, often pertaining to Asian and Arabic languages, are heavily dependent on nonverbal and situational cues. These differences in culture can lead to misunderstandings during international business negotiations, so it is imperative that all members involved are familiar and sensitive to the culture of the other party. A key component of successful international negotiation is effective...
Words: 1155 - Pages: 5
...Rania Harb International Negotiations As the world becomes more globalized, this has put increasing pressure on companies and employees to become proficient in conducting business within their culture and more importantly, with other cultures as well. Indeed, cultural differences pose difficult challenges to international negotiations, however, these may present instrumental opportunities for both parties if conducted properly. There are various elements that impact international communication and decision-making such as Hofstede’s dimensions of culture, cultural intelligence, leadership and negotiation. This paper will discuss these characteristics in relation to how an employee should prepare when joining a team of international negotiators. Leadership is an essential ingredient in effective international agreements. Leadership makes a difference by establishing a “relationship of influence in which one actor guides or directs the behavior of others toward a certain goal” (Underdal, 1994). Leadership provides a model to others and removes uncertainty about whether the leader is actually devoted to meaningful action. It is important for any employee entering an international agreement to exercise leadership skills. Some universal skills include having charisma and being autonomous and a team player. It is important to enter a business agreement with some authority to ensure seriousness and portray a vision. Hofstede`s cultural dimensions have been extensively used...
Words: 1257 - Pages: 6
...2, No. 2, November 2010, pp. 16–25 Sylwester Marek Kania Uniwersytet Gdański The Role of Cultural Differences in Forming a Business Strategy 1. Introduction International business covers all transactions undertaken between enterprises from two or more countries. In order to finalise a transaction companies have to form international operational structures distinct from those applied in their domestic market. Besides knowledge of international strategies managers need to comprehend the interdependence between the strategies and their financial results. Differences between an international and a domestic business concern commercial practices, the scope of managerial decisions, disparities in legal systems, as well as restraints put in place by governments, limitations connected w ith different currencies, not to mention cultural differences. Different business cultures in different countries lead to distinct commercial practices. Therefore, executives operating internationally encounter difficulties that people managing enterprises on a local scale do not have to face. Cultural differences are of fundamental importance for running an international business . The aim of this essay is to indicate the impact of cultural differences on the business strategy formulated for various countries and to show the significance of knowledge about the culture, behaviours, customs and traditions of the partner country in international business. This article is composed...
Words: 3567 - Pages: 15
...Compare the business culture of the UK with that of Japan. How would business negotiations between delegations from the two countries be affected, and how would you advise a UK team to prepare for the negotiations? *** [pic] From Eve to Izanami - How learning the Truth and the Way can help Westerners understand Japanese culture, as well as their own Introduction “Nihonjinron”, literally “the Theory of the Japanese”, has been of fascination for both Japanese and foreigners alike, and the industrialised world seems acutely aware that the Japanese are very different to Westerners, in ideology, religion, and business strategies. There are countless books, articles and websites which attempt to teach people how to communicate with the Japanese in business negotiations. However, these sources can cause further alienation, where the numerous rituals we have to memorise make the Japanese seem obsessively pernickety or just plain difficult. This may be because we naturally interpret these behaviours through the lens of a Western Christian culture and remain relatively unaware of the religion and history of the Japanese. This essay will examine how UK delegations can better understand and negotiate with the Japanese by learning about both the Japanese and their own national culture and history through literature, folktales and religion. Through this preparation a UK team can discover commonalties between the two cultures, which can help...
Words: 3190 - Pages: 13
...Compare the business culture of the UK with that of Japan. How would business negotiations between delegations from the two countries be affected, and how would you advise a UK team to prepare for the negotiations? *** [pic] From Eve to Izanami - How learning the Truth and the Way can help Westerners understand Japanese culture, as well as their own Introduction “Nihonjinron”, literally “the Theory of the Japanese”, has been of fascination for both Japanese and foreigners alike, and the industrialised world seems acutely aware that the Japanese are very different to Westerners, in ideology, religion, and business strategies. There are countless books, articles and websites which attempt to teach people how to communicate with the Japanese in business negotiations. However, these sources can cause further alienation, where the numerous rituals we have to memorise make the Japanese seem obsessively pernickety or just plain difficult. This may be because we naturally interpret these behaviours through the lens of a Western Christian culture and remain relatively unaware of the religion and history of the Japanese. This essay will examine how UK delegations can better understand and negotiate with the Japanese by learning about both the Japanese and their own national culture and history through literature, folktales and religion. Through this preparation a UK team can discover commonalties between the two cultures, which can help...
Words: 3190 - Pages: 13
...Negotiation I. Introduction Negotiation is a skill used throughout life from infancy to adulthood. But a lot of factors and tactics are involved within it and even though negotiating may be something we do naturally and daily, doing it well can be a competitive advantage. I suggest that this is particularly true in the global economy involving international negotiations that include various cultures and the norms that dictate interpersonal interactions such as negotiation. II. Body a. Importance of negotiation a.1 Definition of negotiation “Negotiation is a decision making process among interdependent parties who do not share identical preferences” (Neale, 1992: page 42). It is an activity in which two or more parties are involved and each one of them have their own personal goals and negotiation is the process in which all of the parties will try to reach an agreement throughout different strategies to maximize their final output. a.2 Negotiation as a day to day issue Negotiation is a process that is present in almost every aspect of our lives. Two parties will try to come up with a strategy that maximizes their output. A key word here is strategy and the way parties make their strategy, using knowledge and information and as the world is more open than ever and the information they can access is increasing, making negotiation a more complex issue. As a globalized world, people have to negotiate not only with the issues in our own country but also interact with people...
Words: 3739 - Pages: 15
...need for understanding cultural differences, diversity of needs and competing interests is paramount to be successful in the current age of globalization. Business dealings have evolved into cross border … and business executives are required to deal with counterparts for from different parts of the world. A high level of cross cultural negotiation skills becomes a prerequisite for success. Thus the importance of understanding cultural diffences becomes critical. Cross cultural negotiations are complex and involve both personal and cultural – they have an impact on both perception of conflicts and the methods used to solve them. Many factors influence the outcome of cross-cultural negotiations and should be considered before entering into negotiations with another culture. Negotiators who understand certain aspects of cross-culture negotiations have the advantage over the negotiator who is not well prepared to negotiate with their foreign counterpart. I will discuss a few negotiation factors which constitute a basic framework for identifying cultural differences that was presented during the cross cultural team presentations. Cultures have different views and reasons for setting their goals in negotiations; for example in North America the goal of any business negotiation is to reach a substantive outcome; time is money and the outcome of reaching an agreement is quick and formal. In Italy, quite the contrary is true; the goal for a negotiation is to focus on building...
Words: 1201 - Pages: 5
...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。...
Words: 7943 - Pages: 32
... Title: THE INFLUENCE OF CULTURE ON BUSINESS ACTIVITIES: A COMPARATIVE ANALYSIS OF CHINA AND NIGERIA Name: Afouda Dotun Ehizojie Student’s ID number: 31540020 Date: 2015-11-27 Grade: Teacher’s signature: Abstract According to Zimmerman (2015), culture is the characteristics and knowledge of a particular group of people, defined by everything from language, religion, cuisine, social habits, music and arts. It was also described by Murphy (1986) as that complex whole which includes knowledge, belief, art, morals, law, customs, and many other capabilities and habits acquired by members of society, which gives them their sense of identity. From this we understand that the influence of culture on individuals cuts across every aspect of their lives including business practices. This paper seeks to analyse the influence of culture on the business practices of these two different countries; China and Nigeria, and also comparatively analyse the influence of the traditional culture of these two countries in other to better understand their business practices to foster smooth business relations. Keywords: Culture, Business practices, China, Nigeria, Society. INTRODUCTION Culture which is widely referred to as the total way of life of a particular group of people which is passed down from one generation to another, generally influences every aspect of human life both consciously and unconsciously...
Words: 2838 - Pages: 12
...Cross-Cultural Communication Theory and Practice Barry Tomalin; Brian J. Hurn ISBN: 9780230391147 DOI: 10.1057/9780230391147 Palgrave Macmillan Please respect intellectual property rights This material is copyright and its use is restricted by our standard site license terms and conditions (see palgraveconnect.com/pc/connect/info/terms_conditions.html). If you plan to copy, distribute or share in any format, including, for the avoidance of doubt, posting on websites, you need the express prior permission of Palgrave Macmillan. To request permission please contact rights@palgrave.com. Cross-Cultural Communication 10.1057/9780230391147 - Cross-Cultural Communication, Brian J. Hurn and Barry Tomalin Copyright material from www.palgraveconnect.com - licensed to Griffith University - PalgraveConnect - 2014-04-12 This page intentionally left blank 10.1057/9780230391147 - Cross-Cultural Communication, Brian J. Hurn and Barry Tomalin Copyright material from www.palgraveconnect.com - licensed to Griffith University - PalgraveConnect - 2014-04-12 Cross-Cultural Communication Theory and Practice Brian J. Hurn and Barry Tomalin Copyright material from www.palgraveconnect.com - licensed to Griffith University - PalgraveConnect - 2014-04-12 10.1057/9780230391147 - Cross-Cultural Communication, Brian J. Hurn and Barry Tomalin © Brian J. Hurn and Barry Tomalin 2013 Foreword © Jack Spence 2013 All rights reserved. No reproduction, copy or transmission of this...
Words: 129836 - Pages: 520
...Introduction This report shall focus on China as the world’s largest emerging market, examining how managerial practice in China differs from Western practice. This report shall attempt to offer guidance to managers operating in China, taking into consideration issues outside their normal experience, for example government regulation and cultural differences. According to Justin Lin, The World Bank's chief economist, China, which became the world's second largest economy in 2010, may become the world's largest economy in 2030, overtaking the United States, if current trends continue. Taking this into consideration we can see that not only is China the world’s main production market but also the world’s centre for consumption. It is crucial that western businesses and managers understand how to do business in China and the issues they may face in management practice in an international and cross-cultural context. Political and regulatory considerations for doing business in China, Anti-gifting regulations in China The giving of gifts is an essential part of Chinese culture (Yang 1988). Personal and corporate gifts accounted for approximately 25% of luxury goods sales in China in 2012. Bain et al (2013) This sale percentage is now at risk as the Chinese government attempts to combat both the act of corruption and a negative view among the population of the behaviour of politicians. As part of the anti-corruption campaign, in July 2012, the State Council passed regulations...
Words: 4053 - Pages: 17
...BAB 1 PENGENALAN 1.1 PANDANGAN UMUM BAB Kajian ini dijalankan dengan tujuan untuk memahami dan menjelaskan amalan perundingan yang dijalankan oleh kerajaan Malaysia dalam usaha menyelesaikan perbalahan dan perbezaan pandangan dalam hubungan antarabangsa. Bab pengenalan ini menjelaskan motivasi yang mendorong kepada kajian ini, tinjauan kepentingan amalan perundingan dan membuat keputusan, jurang literatur, objektif, methodologi dan kepentingan kajian serta batasan kajian, organisasi kajian dan akhirnya dibuat satu ringkasan. 1.2 PERNYATAAN MASALAH KAJIAN Sebagai seorang pemerhati dan penganalisa hubungan Malaysia-Singapura, saya mendapati bahawa hubungan dua hala antara Malaysia dan Singapura berjalan dengan lancar pada peringkat kerjasama antara kerajaan dengan kerajaan, antara agensi dengan agensi dan antara rakyat dengan rakyat. Hubungan perdagangan antara kedua-dua negara sangat akrab dan menguntungkan kedua-dua pihak. Dari segi kerjasama dalam isu keselamatan didapati agensi polis dan pasukan keselamatan telah menjalin hubungan yang sangat baik dalam menghadapi ancaman keselamatan samaada dari dalam negeri atau pun dari luar sempadan kedua-dua buah negara. Walau bagaimanapun dalam isu Point of Agreement (POA) yang dimeterai secara sulit antara Tun Daim Zainuddin (Malaysia) dengan Lee Kuan Yew (Singapura) pada 27 Nov 1990 yang telah tertangguh selama 20 tahun untuk dilaksanakan seolah-olah menidakkan kemesraan hubungan dua hala ini dan menjadi...
Words: 5122 - Pages: 21
...Negotiator tool kit 1) Two parties: → how well did we understand the other negotiator? * understanding the other party was probably the greatest problem that lead to several deadlocks. * moreover agreements that were already stated were revised (issue ii nomination for training) * reason for that were discrepancies in between group members of the union party. → did the structure of the negotiation work? * The structure of the negotiation did no work that well. Due to several deadlocks like just mentioned we had to skip Clause 16 and 22 before getting back to them when all other issues were agreed on. * reason here were great differences in the positions of both Management and Union. 2) with differences: → How well did we get to understand the extent of the critical differences that needed to be addressed? * Both parties were strongly persistent on their own stand and subconsciously block out BATNA. * As time went by and questions were asked, we understood the extent of the critical differences quite well. * However working together to sort out the differences was quite difficult. The reason was because the Union tried to follow their planned written script exactly, without thinking of concessions and that made communication and understanding to be very difficult. 3) that they need to resolve → Did we overestimate the quality of our walk- away alternatives? * I think we did overestimate our walk away alternatives that we thought...
Words: 3037 - Pages: 13
