Cross Cultural Negotiations

Satisfactory Essays
RUNNING HEAD: NEGOTIATIONS
RUNNING HEAD: NEGOTIATIONS
CROSS CULTURAL NEGOTIATIONS
MS302-ORGANIZATIONAL BEHAVIOR

KAPLAN UNIVERSITY

JULY 2, 2012

[Pick the date]
Authored by: Andrea
CROSS CULTURAL NEGOTIATIONS
MS302-ORGANIZATIONAL BEHAVIOR

KAPLAN UNIVERSITY

JULY 2, 2012

[Pick the date]
Authored by: Andrea | ANDREA REED | | |

| ANDREA REED | | |

Cross Cultural Negotiations

Negotiation is a process in which two or more parties exchange goods or services and attempt to agree on the exchange rate for them. Negotiation occupies the communications of almost everyone in groups and organizations (Robbins and Judge, pg. 465). In this paper I will attempt to discuss what steps I would take when negotiating with China. By analyzing the Chinese culture and what factors influence their business practices I will determine the best techniques to us. US firms doing business in China should be careful about the primary forces that influence business practices in China. It is important to try and maintain an open mind on the many different types of management and negotiation styles, and try to render decisions based on Chinese culture (Chinese Cultural System).
Strategies for cross-cultural management should be founded on cultural assumptions that come from basic values, beliefs, world views, and social relationships. American companies doing business with China should acquire a sense of how Chinese culture works as a whole (Chinese Cultural System).
Chinese minds, reason in terms of real likeness, which puts the condition in a form easily grasped in its entirety. Chinese tend to favor the use of common sense, a cohesive but often undefinable state of mind, when dealing with problems, this shows that less separation of the situation is involved. The first Chinese priorities are synthesis, intuition, concrete image, and proverbs; the Chinese depend largely upon their sixth sense for solving nature 's mysteries.
In



References: Michelle LeBaron, (2003 July). Culture-Based Negotiation Styles, Retrieved From: http://www.beyondintractability.org/bi-essay/culture-negotiationXing, Fan,(1/1/1995). Corporations(management) Cultural Orientation (analysis). SAMAdvanced Management Journal, wntr 1995, v60,n1. Retrieved from: http://www.freepatentsonline.com/article/SAM-Advanced-Management-Journal/17198642.html | |

You May Also Find These Documents Helpful

  • Good Essays

    Cross-Cultural Negotiation

    • 4536 Words
    • 19 Pages

    CROSS-CULTURAL NEGOTIATIONS Course: Negotiation & Diplomacy in International Business By Minhaz Ahmed MBA in International Business University of Dhaka November 2010 Table of Content Title | Page No. | Introduction | 1 | Definition: Negotiation & Business Negotiation | 2 | Concept of Cross-cultural Negotiation | 3-4 | Influence of Culture on Cross-cultural Negotiation | 5 | 1. Cultural Influence on Negotiation Outcome | 6 | 2. Cultural Influence…

    • 4536 Words
    • 19 Pages
    Good Essays
  • Better Essays

    Cross cultural negotiation is one of many specialized areas within the wider field of cross cultural communications. By taking cross cultural negotiation training, negotiators and sales personnel give themselves an advantage over competitors. There is an argument that proposes that culture is inconsequential to cross cultural negotiation. It maintains that as long as a proposal is financially attractive it will succeed. However, this is a naïve way of approaching international business. Let…

    • 941 Words
    • 4 Pages
    Better Essays
  • Good Essays

    Cross Cultural Negotiation

    • 1386 Words
    • 6 Pages

    Cross Cultural Negotiation Michal Zieba Bookmark Page Download PDF Print This Page The impact of international business in domestic markets compels us to ask a question: “How can we survive in this global playing field, and what can we do to run our businesses more effectively?” Nowadays, businesses of all sizes search for suppliers and customers on a global level. International competition, foreign clients and suppliers may become a danger, but they may also create huge opportunities…

    • 1386 Words
    • 6 Pages
    Good Essays
  • Powerful Essays

    Introduction Business negotiation is a lengthly, difficult process in itself, and becomes extremely intricate when cultural aspects are involved. However, cross cultural business negotiation is an unavoidable part of international business today, so learning more about the process is an important undertalking. When two negotiating parties from different cultural backgrounds attempt to communicate, the potential forr disagreement and misunderstanding is great. The Chinese are generally recognised…

    • 3332 Words
    • 11 Pages
    Powerful Essays
  • Good Essays

    Factors influencing cross-cultural negotiations Many factors influence cross-cultural negations 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. According to Salacuse, 1991, negotiators should consider the following seven factors when conducting business internationally: the negotiating…

    • 346 Words
    • 2 Pages
    Good Essays
  • Powerful Essays

    International Marketing Review 15,1 10 Received April 1996 Revised May 1997 Accepted September 1997 Cross-cultural sales negotiations A literature review and research propositions Antonis C. Simintiras The Open University Business School, Milton Keynes, UK, and Andrew H. Thomas European Business Management School, University of Wales, Swansea, UK Introduction International business comprises a large and increasing portion of the world’s total trade (Johnson et al., 1994; Czinkota et al…

    • 8288 Words
    • 34 Pages
    Powerful Essays
  • Better Essays

    Negotiations “Negotiation” steams from the Roman word negotiari meaning “to carry on business”. It was true for ancient Romans as it is for businesspersons of today that negotiations and business involves hard work. (Hendon, Hendon & Herbig 1996) Negotiations are a frequent part of international business. Parties involved in a negotiation face different problems in reaching a successful outcome. When parties have different cultural backgrounds the faced problems becomes even more complex.…

    • 1246 Words
    • 5 Pages
    Better Essays
  • Powerful Essays

    Cross Cultural Group Presentation - Germany 2012 Yash Karnik (483), Tanvi Swami (498), Ritesh Saurab (499), Ritanshu Mai (533), Vijaya Laxmi Manne (477) Group 7 12/23/2012 What is important about Germany? Germany is an industry leader in areas such as automobiles and healthcare, to name a few. With globalization and reducing trade boundaries Germany has in fact become a trade partner for many Indian firms. Thus understanding business etiquettes, culture and protocol will supplement international…

    • 1851 Words
    • 8 Pages
    Powerful Essays
  • Good Essays

    are governed by rules either borrowed from the community’s history or through religious and secular cults. The cultural norms dictate the way a community integrates with other communities and the level of business relationships that can be accepted in the community. It is therefore necessary for international business men and women to conduct extensive research on the different cultural beliefs and practices that are common in their countries of interest to help them plan their management strategies…

    • 980 Words
    • 3 Pages
    Good Essays
  • Good Essays

    calling de Winter in for a negotiation? Is there any downside to having run the negotiation this way? Conquip sent the RFQ possibly attempting to anchor the negotiation and to prove its strong position towards the negotiation. This strategy is risky and could be harmful if the other party doesn't have this value between its reservation and target price, thus, if this value is out of the Zone Of Possible Agreement (ZOPA); as it could mean an end to the negotiation, maybe leaving “money on the…

    • 473 Words
    • 2 Pages
    Good Essays