Cell Phone Negotiation
CELL PHONE NEGOTIATIONS
Rick Barton
Organizational Communication – MGT/557
March 15, 2013
James M. Scurlock
Cell Phone Negotiations An all-male negotiating team from the United States is negotiating with an all-female team from China for a cell phone contract. The American team is looking for a price of six dollars per unit while the Chinese team is offering nine dollar per unit. In order for the teams to come to an agreement, gender, the relationship and cultural dynamics personalities, perceptions cognitions and emotions will affect the negotiations.
Gender as a Factor: Chinese Women There is a large gender gap in negotiating between men and women. Women will work towards a more cooperatively negotiation than men (Stuhlmacher, 1999). Women also are more aware of the complete relationship among the parties who are negotiating and are more likely to perceive negotiation as part of the larger context within which it takes place than to focus only on the content of the issues being discussed. This will affect the negotiations in the American men will want to go straight into negotiations while the Chinese women will want to build a relationship of doing business together first. This also has cultural impacts in that Chinese will rarely do business without establishing a relationship first (Saunders, 2010). Women are more likely to perceive conflict episodes in relationship terms, whereas males were more likely to perceive the task characteristics of conflict episodes. The focus on relationships and task characteristics will be used by the Chinese team to produce better relationship outcomes and task outcomes. The Chinese women will be highly aware of the men’s ego in the negotiations, making sure they do not offend them, while using this to their advantage by playing the role of frail women who the men’s ego will try not to offend with harsh negotiation tactics. The Chinese team will not negotiate directly fearing a more negative
Rick Barton
Organizational Communication – MGT/557
March 15, 2013
James M. Scurlock
Cell Phone Negotiations An all-male negotiating team from the United States is negotiating with an all-female team from China for a cell phone contract. The American team is looking for a price of six dollars per unit while the Chinese team is offering nine dollar per unit. In order for the teams to come to an agreement, gender, the relationship and cultural dynamics personalities, perceptions cognitions and emotions will affect the negotiations.
Gender as a Factor: Chinese Women There is a large gender gap in negotiating between men and women. Women will work towards a more cooperatively negotiation than men (Stuhlmacher, 1999). Women also are more aware of the complete relationship among the parties who are negotiating and are more likely to perceive negotiation as part of the larger context within which it takes place than to focus only on the content of the issues being discussed. This will affect the negotiations in the American men will want to go straight into negotiations while the Chinese women will want to build a relationship of doing business together first. This also has cultural impacts in that Chinese will rarely do business without establishing a relationship first (Saunders, 2010). Women are more likely to perceive conflict episodes in relationship terms, whereas males were more likely to perceive the task characteristics of conflict episodes. The focus on relationships and task characteristics will be used by the Chinese team to produce better relationship outcomes and task outcomes. The Chinese women will be highly aware of the men’s ego in the negotiations, making sure they do not offend them, while using this to their advantage by playing the role of frail women who the men’s ego will try not to offend with harsh negotiation tactics. The Chinese team will not negotiate directly fearing a more negative
References: Lewicki, R.J., Barry, B., & Saunders, D.M. (2010). Negotiations (6th ed.). New York, NY: McGraw-Hill. Foster, D.A. (1992). Bargaining across Borders: How to Negotiate Business Successfully Anywhere in the World. NY: McGraw-Hill. Chang, Lieh-Ching (June, 2001). How to Negotiate with Chinese. Hawaii Conference on Business. University of Hawaii, USA. Ralston, D.A., Gustafson, D.J., Elsass, P.M. etc, (1992). Eastern Values: A comparison of managers in the United States, Hong Kong, and the Peoples’ Republic of China, Journal of Applied Psychology, 77, 664-671. C. H. Tinsley, “Understanding Conflict in a Chinese Cultural Context,” in R. Bies, R. Lewicki, and B. Sheppard (Eds.), Research on Negotiation in Organizations, vol. 6 (Stamford, CT: JAI, 1997), pp. 209–25. Stuhlmacher and Walters, 1999, Gender differences in negotiation outcome: A meta-analysis, Personnel Psychology 52.3[pic] , (Autumn 1999): 653-677. Stuhlmacher, Alice F; Citera, Maryalice; Willis, Toni, Sex Roles, ISSN 0360-0025, 09/2007, Volume 57, Issue 5, pp. 329 – 339, Gender Differences in Virtual Negotiation: Theory and Research