April 9, 2012
Cell Phone Negotiations
Conflicts and disputes in negotiations arise because of a number of reasons. Opposing interests, cultural, gender, personality, and emotional differences are contributing factors as well. Culture is an important dimension of international negotiations. According to Vochita (2008), it is an ingrained behavioral influence which affects the way collective groups approach, evaluate, and negotiate opportunities for international business. This paper will evaluate how the influence of the aforementioned differences will play in cell phone price negotiations between Chinese and American negotiating teams.
The Negotiating Teams
The All-Male United States Team
The all-male negotiating team from the United States seeks a cell phone price of $6 per unit and embodies the following Hofstede cultural dimensions: individualistic, low-power distance, low-term orientation, and low-context (University of Phoenix, 2012, Syllabus).
The All-Female Chinese Team
The all-female negotiating team from China offers cell phones at a price of $9 per unit and embodies the following Hofstede cultural dimensions: collectivistic, high-power distance, long-term orientation, and high-context (University of Phoenix, 2012, Syllabus). .
The Role of Gender
Individual characteristics of negotiators affect the outcome of negotiations (Lewicki, Barry, & Saunders, p. 403, 2010). There are various theoretical perspectives that support this claim. There are very valid differences in which females and males negotiate. The perception of females is that they are more timid and ineffective negotiators; thus their actions are identical to the perception. Because of their submissive approach to...