Negotiation Across Cultural Differences: [Essay Example], 509 words GradesFixer
exit-popup-close

Haven't found the right essay?

Get an expert to write your essay!

exit-popup-print

Professional writers and researchers

exit-popup-quotes

Sources and citation are provided

exit-popup-clock

3 hour delivery

exit-popup-persone
close
This essay has been submitted by a student. This is not an example of the work written by professional essay writers.

Negotiation Across Cultural Differences

Download Print

Pssst… we can write an original essay just for you.

Any subject. Any type of essay.

We’ll even meet a 3-hour deadline.

Get your price

121 writers online

blank-ico
Download PDF

Negotiation is a challenging process because of the complexities that arise from different arguments, but also a crucial skill for managers, especially in a cross-cultural business context. Three main challenges of cross-cultural negotiations are: the individual’s effectiveness in communication, the process of negotiation across cultures, and the medium used in negotiations.

First, coming to an agreement can be challenging when dealing with the subtle differences in communication and disagreement methods across cultures. For example, Japanese culture is known to be emotionally unexpressive and avoiding confrontation. In business negotiations, the indirect ways of communication Japanese negotiators express disapproval often led foreign businessmen to believe that their proposals were still under consideration when in fact the Japanese had rejected them. When there is a confrontation between negotiators, friction is created2; feelings of frustration can arise from a French negotiator who is direct and emotionally expressive when faced with a Chinese who avoids direct confrontation, listens more, and values harmony and relationship. Without cross-cultural intelligence, the French negotiator could be seen as ignorant or even disrespectful.

Second, how people come to an agreement in negotiations vary greatly across cultures, and this is partially due to the different decision-making styles. “In a consensual culture, the decision making may take quite a long time, since everyone is consulted. By contrast, in a top-down culture, the decision-making responsibility is invested in an individual”.1 Managers part of a consensual culture such as China would tend to discuss on the negotiation table and slowly go through the contract. American managers, on the other hand, would use a quick and concise approach to negotiation. In addition, the negotiating attitude is a factor that influences how cultures approach negotiations. Chinese companies see negotiations as a win-win and some other see them as a win-lose situation, thus as confrontational.

This contrast ties directly with the differences in the meaning of coming to an agreement; top-down cultures tend to prefer detailed contracts with no ambiguity, whereas Chinese culture base themselves on the relationship and leaves room for changes on the contract.

Third, though negotiations are more effective in person, there is an increasing trend of negotiations taking place over e-mail, where it is incredible hard to maintain the negotiation dynamic, pick up any cues, and use the traditional ways of doing negotiations in person such as body language, tone of voice, and visual expressions. Brake suggests that the main challenges involved in virtual communication include the lack of context, frequency of dialogue and insight.

One personal experience at work with a creative agency who tried to negotiate contract terms for a project I was responsible for via e-mail made me realize that it was hard for them due to lack of context and insights. Brake explains that for simple collaborations such as exchange of reports and instructions, e-mail is a good way to communication.8 However, this was more of a complex collaboration, and a negotiation process for them. Therefore, the negotiation process was complex and needed rational decision-making, thus the best way was to meet face-to-face to eliminate most technological barriers.

Remember: This is just a sample from a fellow student.

Your time is important. Let us write you an essay from scratch

100% plagiarism free

Sources and citations are provided

Find Free Essays

We provide you with original essay samples, perfect formatting and styling

Cite this Essay

To export a reference to this article please select a referencing style below:

Negotiation Across Cultural Differences. (2020, January 15). GradesFixer. Retrieved November 25, 2020, from https://gradesfixer.com/free-essay-examples/negotiation-across-cultural-differences/
“Negotiation Across Cultural Differences.” GradesFixer, 15 Jan. 2020, gradesfixer.com/free-essay-examples/negotiation-across-cultural-differences/
Negotiation Across Cultural Differences. [online]. Available at: <https://gradesfixer.com/free-essay-examples/negotiation-across-cultural-differences/> [Accessed 25 Nov. 2020].
Negotiation Across Cultural Differences [Internet]. GradesFixer. 2020 Jan 15 [cited 2020 Nov 25]. Available from: https://gradesfixer.com/free-essay-examples/negotiation-across-cultural-differences/
copy to clipboard
close

Sorry, copying is not allowed on our website. If you’d like this or any other sample, we’ll happily email it to you.

    By clicking “Send”, you agree to our Terms of service and Privacy statement. We will occasionally send you account related emails.

    close

    Attention! this essay is not unique. You can get 100% plagiarism FREE essay in 30sec

    Recieve 100% plagiarism-Free paper just for 4.99$ on email
    get unique paper
    *Public papers are open and may contain not unique content
    download public sample
    close

    Sorry, we cannot unicalize this essay. You can order Unique paper and our professionals Rewrite it for you

    close

    Thanks!

    Your essay sample has been sent.

    Want us to write one just for you? We can custom edit this essay into an original, 100% plagiarism free essay.

    thanks-icon Order now
    boy

    Hi there!

    Are you interested in getting a customized paper?

    Check it out!
    Having trouble finding the perfect essay? We’ve got you covered. Hire a writer

    GradesFixer.com uses cookies. By continuing we’ll assume you board with our cookie policy.