CROSS-CULTURAL NEGOTIATIONS (original) (raw)

Negotiation is an open communication skill that differentiates a lot than dialogue and that skill has become one of the success keys in business areas and professional life .negotiator who negotiate very well always achieve a good earnings and the bad negotiator always makes loses, according to (Ursula F. Ott,2016) "Negotiations belong to the basic social interaction processes and they have formed a cognitive scheme and differ between people and cultures ".Cross-cultural negotiations are about the difference between the behavior of each partner in negotiation, according to (Kathryn J. Ready,2009) "If negotiating parties are from different cultures, they may have varying beliefs and perceptions about what negotiation is and how it occurs." Culture has a big influence on negotiation and how to make a decision and the aim of negotiation for each party differs from culture to another culture, according to( Moran 2000) " In Asian cultures, (e.g., Malaysia), the creation of long-term relationships between two parties is more important than the actual outcome". Cultures differ for different factors that has an effect in shaping negotiation styles ,firstly religious factor and different beliefs ,for example countries like Taiwan ,Iran and the USA ,according to (Adapa, 2008) "culture is a set of shared values and beliefs that characterize national, ethnic, moral and other group behavior." So, many researches explore results of how different religions differ in making negotiation with different cultures (Iran, Taiwan and USA) ,according to ( Farideh,2011) "Christian group had a higher significant value than Muslim and Buddhist groups for all four negotiation styles. In other words, the Christian group prefers to employ all four negotiation styles more