Preview

Hidden Challenges of Cross Border Negotiation

Satisfactory Essays
Open Document
Open Document
454 Words
Grammar
Grammar
Plagiarism
Plagiarism
Writing
Writing
Score
Score
Hidden Challenges of Cross Border Negotiation
Hidden Challenges of Cross Border Negotiation

Sebenius in this article explicates his business experiences and offers pragmatic advice on how to foresee and overcome barriers to a successful cross-border negotiation. James Sebenius, in giving view of his experiences, explains that it would not be of one choice to make the error of presenting a feasible Saudi Arabian client with one profitable kind of offer done up in pigskin binder, as this is thought about nefarious and bad by lots of Muslims. In finding out ways to negotiate, you may find numerous fulfilling to your requirement. Despite that, there also exists a crooked that you may encounter innumerable other ways of making dull cultural mistake as business augments ever more international level. Specific blunders like this are outnumbered in gravity by more astute differences emerging from cultural dispositions that influence the way people tend to reciprocate. Sebenius comments on this aspect, but his main points of convergence are in on a largely overlooked aspect to cross-border negotiation which are the ways that people from different regions and cultural boundaries come to agreement on a definite point, or basically the processes and methodologies involved in negotiations. Sebenius persuasively communicates the hazard and perils of neglecting decision-making and governance processes. In tackling the complex issue for cross boarder negotiation and giving the way out the author sets out a process for mapping out the decision-making method. The process tells us about as to who are the negotiating parties that are involved, what are the formal and casual roles people tend to play, and how a resolution is actually reached, which is nothing but a win-win situation.

"The Hidden Challenge of Cross-Border Negotiations" is the title of an article by James Sebenius published in Harvard Business Review, 80(three): 76-85, 2002. The author asserts that an understanding of the protocol, etiquette and cultural

You May Also Find These Documents Helpful

  • Powerful Essays

    Nt1310 Unit 1 Assignment

    • 4237 Words
    • 17 Pages

    As culture plays an important role in framing the pirorities of the negotiators, negotiating skills are not value free and expectations for outcome differ at the negotiating table. Therefore, international business negotiations, which involve parties from two widely dissimilar cultures can be problematic. According to the US Department of Commerce, for example, for every successful Japanese- American negotiation there are 25 failures. In this context the…

    • 4237 Words
    • 17 Pages
    Powerful Essays
  • Good Essays

    References: Lieh-Ching Chang (2003, March). An examination of cross-cultural negotiation: Using Hofstede framework. Journal of American Academy of Business, Cambridge, 2(2), 567-570. Retrieved March 1, 2008, from ABI/INFORM Global database. (Document ID: 288015351).…

    • 895 Words
    • 4 Pages
    Good Essays
  • Better Essays

    Cell Phone Negotiations

    • 1108 Words
    • 5 Pages

    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.…

    • 1108 Words
    • 5 Pages
    Better Essays
  • Satisfactory Essays

    Adair, W., Brett, J., Lempereur, A., Okumura, T., Shikhirev, P., Tinsley, C. and Lytle, A. (2004), Culture and Negotiation Strategy. Negotiation Journal, 20: 87–111. doi: 10.1111/j.1571-9979.2004.00008.x…

    • 555 Words
    • 3 Pages
    Satisfactory Essays
  • Best Essays

    Case 8 - Sick Leave

    • 3739 Words
    • 13 Pages

    Salacuse, J.W. 1999. “Intercultural Negotiation in International Business”. Group Decision and Negotiations Vol.8 (No.3): pp 217 – 236.…

    • 3739 Words
    • 13 Pages
    Best Essays
  • Better Essays

    Lewicki, R.J., Saunders, D.M., & Barry, B. (2006). Negotiation (5th ed.). New York: McGraw-Hill Irwin.…

    • 1712 Words
    • 6 Pages
    Better Essays
  • Powerful Essays

    Intercultural Leadership

    • 6009 Words
    • 25 Pages

    References: Beneke, J. (1983). The value of cultural studies in the training of cross-cultural negotiators.…

    • 6009 Words
    • 25 Pages
    Powerful Essays
  • Good Essays

    negotiation

    • 1990 Words
    • 8 Pages

    In order to succeed in these international negotiations, it is necessary to know how to communicate with members of other cultures while influencing them. A lot of researches have been done on international negotiation styles in the last two decades. All these studies and documents have caused a stereotyping of negotiation styles of various cultures.…

    • 1990 Words
    • 8 Pages
    Good Essays
  • Best Essays

    Miller, S. (2003), "Negotiation approaches: direct and indirect effect of national culture", Journal of International Marketing Review, Vol. 20, No. 3, pp. 286-303.…

    • 2379 Words
    • 10 Pages
    Best Essays
  • Powerful Essays

    A joint venture, according to Adler and Graham (1989),along with mergers and acquisitions, licensing and distribution agreements, and sales of products and services – critical aspects of all such interorganizational relationships, are face-to-face negotiations. This would mean the interaction between people. In today’s society, as the world becomes much more globalized than we could ever think of, with the fast growth of the internet industry, we are connected with people from another country at an instant. However, business to business deals and negotiations are still at a stage where face-to-face communication is still required. As interpersonal communication is brought onto the table, with the clash of different cultures as companies today all have the tendency to become globalizes and multi-nationalized, the understanding of another’s culture and cultural values plays an important role in the negotiation, and the interactions thereafter. As the proportion of foreign to domestic trade increases, so does the frequency of business negotiation between people from different countries and cultures. To successfully manage these negotiations, businesspeople need to know how to influence and communicate with members of cultures other than their own (Adler and Grahamd (1989)).…

    • 1831 Words
    • 8 Pages
    Powerful Essays
  • Powerful Essays

    Negotiation by Lewicki

    • 1697 Words
    • 7 Pages

    Readers will find this textbook on negotiations to be broadly accessible and very informative. The third edition has been substantially updated and revised to reflect current negotiations research. Thirteen chapters are presented in four parts. The first chapters focus on the basic elements of conflict and negotiation. Part Two examines the processes of communication, persuasion, and ethical judgment. Part Three explores external influences on negotiations, including the social context, coalition or group participation, individual personality differences, and cultural factors. The final chapters discuss ways for parties and third-parties to address breakdowns in the negotiation process. The text includes a bibliography and a comprehensive index.…

    • 1697 Words
    • 7 Pages
    Powerful Essays
  • Satisfactory Essays

    Bargaining is most impacted by the culture in the overseas country. To prepare properly, the negotiator must have an awareness of how information is assimilated, history, concept of time, customs and practices, behavioral taboos, and geography of the given country. First of all, to assimilate the information the negotiator must appreciate how information presented is received, absorbed, digested, calculated, and summarized, and then followed by the perception of time in cultures other than our own, people’s perception of time is linked with their view of history. Meeting Rituals Different cultures have different views of proper negotiation form. A society may consider local custom, culture, and business practices inextricably linked, the local etiquette and language are vital tips on dealing with the negotiator the more experience you have the better.…

    • 435 Words
    • 2 Pages
    Satisfactory Essays
  • Better Essays

    Negotiating in business requires taking into consideration numerous factors, and when it comes to cross-cultural business, an increasingly important role belongs to nonverbal communication. According to Hendon, Hendon, and Herbig (1996): "Nonverbal behavior may be defined as any behavior, intentional or unintentional, beyond the words themselves that can be interpreted by a receiver as having meaning". It may include eye contact, body movements, gestures, facial expressions, touch, time, and differs in various countries. The purpose of this paper is to analyze nonverbal behavior in intercultural communication between the managers or entrepreneurs of one country, on the example of Nigeria, and those of other countries, i.e. non-Nigerians, during business transactions.…

    • 1061 Words
    • 5 Pages
    Better Essays
  • Best Essays

    Culture can influence business in different ways, and culture is one of these obstacles that can affect the entire cooperation between two countries. Language problems and culture collisions are not uncommon, especially in the beginning. A negotiator must be able to handle these difficulties in a way that is satisfying also for the other part. Mistakes can be difficult to correct and can destroy the entire operation of negotiation.…

    • 2868 Words
    • 12 Pages
    Best Essays
  • Good Essays

    The primary purpose of this section is to demonstrate the extent of cultural differences in negotiation styles and how these differences can cause problems in international business negotiations. The reader will note that national culture does not determine negotiation behavior. Rather, national culture is one of many factors that influence behavior at the negotiation table, albeit an important one.For example, gender, organizational culture, international experience, industry or regional background can all be important influences as well.Of course, stereotypes of all kinds are dangerous, and international negotiators must get to know the people they are working with, not just their culture, country, or company.…

    • 617 Words
    • 3 Pages
    Good Essays

Related Topics