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Cell Phone Negotiations

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Cell Phone Negotiations
Cell Phone Negotiations

Danita Carter MGT/557 February 17, 2013
Marie Smith

This paper addresses the situation of cell phone negotiations between the United States and China, specifically the situation involves:

The all-male negotiating team from the United States seeks a cell phone price of $6 per unit. Assume the American team embodies the following Hofstede’s cultural dimensions:

* Individualistic * Low-power distance * Low-term orientation * Low-context

The all-female negotiating team from China offers cell phones with a $9 per unit price tag. Assume the Chinese team embodies the following Hofstede’s cultural dimensions:

* Collectivistic * High-power distance * Long-term orientation * High-context

Teams compromise a difference in gender and personality. The all male team and all female team interactions is different in negations because of different personalties. Stereotypes regarding men and women as negotiators present women as more cooperative and collaborative than men are. The men are portrayed as more assertive, good problem solvers demanding and having high regard for their own interests and less conceding than women.
Negotiation offers many things, which can affect how the negotiations will end. Factors play a big part in how parties work to achieve an outcome. Things like studying the opponent give insight on how the process will play 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. When discussing the differences between gender, the American’s and Chinese need to recognize that in negotiations gender is not always the factor. However in the negotiations with this situation the Americans are an all-male negotiation team and the Chinese team is all-female. Given the American team is individualistic in its action;



References: Essential Negotiation Skills. (n.d.). Retrieved from http://www.mis.edu.sg/downloads/edp/Essential%20Negotiation%20Skills.pdf In Multiparty Negotiations, Coalition Means Power. (2007, November). Dispute Resolution Journal, 62(4), 91. Retrieved from http://search.proquest.com.ezproxy.apollolibrary.com/docview/198158622?accountid=35812 Lewicki, R.J., Barry, B., & Saunders, D.M. (2010). Negotiation (6th ed.). Retrieved from The University of Phoenix eBook Collection database

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