Purchase Solution

Negotiation styles and differences in culture

Not what you're looking for?

Ask Custom Question

Pack Your Bags: We Are Going Global!

Interpersonal communication has a direct effect on communications in general, and also at the negotiating table. That communication becomes even more important when negotiations include colleagues from different cultures. Cultural differences can create communication barriers; make it more difficult to interpret each other's behaviors/nonverbal communications; and also influence both the form and the substance of bargaining. Therefore, let's examine some of the personal and communication styles of various cultures.

Read the following article that takes us on a comparative journey between the West, the Latin countries, East Asia, and Middle East/South Asia, and how certain negotiation aspects are perceived respectively:

Brett J. M., Gunia, B. C., & Teucher, B. M. (2017). Culture and negotiation strategy: A framework for future research. Academy of Management Perspectives, 31(4), 288-308

Using this information, as well as some additional research in peer-reviewed sources, complete 3-5 page APA format, including in-text citations and references. Pay special attention to the personal styles and preferences between the four cultural groups covered within the background article

Once you have read the background article, as well as completed some peer-reviewed research of your own, answer the following:

1. How would you concisely summarize each of the negotiation styles and preferences of cultural groups discussed therein?

2. What specific personality attributes should you be aware of in each cultural group?

3.If you were to negotiate/bargain with colleagues from one of the cultural groups presented in the article, what practical points should you be sure to put into practice?

Purchase this Solution
Solution Summary

This posting discusses different negotiation styles and attributes of different cultural groups.

Solution Preview

v1. I will concisely summarize the Q&A strategy which is the Question and Answer Strategy. In this strategy, one negotiator asks questions, and the other negotiator answers. These questions can relate to positions, for example, what price do you want? The questions may focus on interests, for example, what is the reason you want to buy the garden separately from the property, or on priorities, for example, which property is most important to you. In the case of Q&A, the answers to the questions give direct information about these issues. The Q&A gives information about the content of issues relatively directly. The Q&A is called a value-creating negotiation strategy which is used when there is high trust. Also, it is claimed that Q&A is an integrative strategy (a).
The other strategy is Substantiation & Offers. This is a value-claiming strategy and is associated with low trust. This strategy is mainly distributive, for example, the higher the price the seller gets from the bargain, the higher his gain. When using the S&O, negotiators make offers that support their interests and substantiate them with subjective significance. In an S&O strategy information about interest and priorities are indirectly communicated so that the opposite negotiator could use it to make trade-offs and create joint gains. This strategy requires second-order meting out of information to make tradeoffs and create joint gains. In general, the Q&A is believed to bring more joint gains because it helps negotiators better understand negotiators interests and priorities. If the S&O strategy is being used, there would be emotional tactics, influence tactics, threats ...

Solution provided by:
Kasim Johar, MBA
Education
  • MBA, Indian Institute of Social Welfare and Business Management
  • BSc, University of Calcutta
Recent Feedback
  • "awesome"
  • "Appreciate the help. This is Awesome"
  • "Thanks, awesome notes!!! "
  • "AWESOME!!!!!!!!"
  • "Great notes, I appreciate the help"
Purchase this Solution
Free BrainMass Quizzes
Six Sigma for Process Improvement

A high level understanding of Six Sigma and what it is all about. This just gives you a glimpse of Six Sigma which entails more in-depth knowledge of processes and techniques.

SWOT

This quiz will test your understanding of the SWOT analysis, including terms, concepts, uses, advantages, and process.

Managing the Older Worker

This quiz will let you know some of the basics of dealing with older workers. This is increasingly important for managers and human resource workers as many countries are facing an increase in older people in the workforce

Understanding the Accounting Equation

These 10 questions help a new student of accounting to understand the basic premise of accounting and how it is applied to the business world.

Business Ethics Awareness Strategy

This quiz is designed to assess your current ability for determining the characteristics of ethical behavior. It is essential that leaders, managers, and employees are able to distinguish between positive and negative ethical behavior. The quicker you assess a person's ethical tendency, the awareness empowers you to develop a strategy on how to interact with them.

View More Free Quizzes
Related BrainMass Solutions

  • System Modification for Japan

    For example, Japanese tend to be polite and use indirect communication as compared to Americans who are more direct and aggressive in their communication styles.

  • International Negotiations

    East and West is a good example. Western styles are more aggressive. Eastern styles are more harmonious. 2) The cultures may have different approaches. Fast, slow, harmonious, and independent. There might be language differences.

  • Negotiation Styles: Southeast Asians vs. Westerners

    This solution outlines the differences and similarities of negotiation based upon one's culture and heritage.

  • Culture and Negotiating Styles

    514910 Culture and Negotiating Styles I need to prepare a PowerPoint with notes about giving a presentation on culture and negotiating styles in an international setting.

  • Thinking Style Among U.S., Japanese and European Culture

    This solution discusses the differences in thinking styles among U.S., Japanese and European Cultures.

  • What legal and ethical issues should a business consider

    The cultural differences and differences in working styles, communication styles, negotiation patterns, etc. will differ significantly in other countries as compared to USA.

  • Negotiation and Formulation of Strategy

    497619 Negotiation and Formulation of Strategy Please assist answering the following questions: 1. Describe the art of negotiation in a global situation. What are the stages of negotiation and what role do styles of negotiation play? 2.

  • Training for foreign assignment

    The differences should be taught in each area of strategic importance, such as communication, negotiation, working styles, learning styles, cultural preferences, etc.

  • diversity and demographic characteristics

    Every ethnic culture has some peculiar features with respect to businesscustoms, practices, attitude towards various situations, decision making and negotiation styles, communication styles, ability to take risk and believing in others. etc.

View More Related Solutions