Cultural differences during international negotiation:Experiment, exploration and analysis of the possible differences between Chinese and Italians (original) (raw)
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Considerations on Cross Cultural Negotiations
Romanian Economic and Business Review, 2007
Our world is getting smaller and smaller. Continuous improvements in transportation and communication make it easier for companies to become involved in international commerce. With the increase in cross-cultural interaction comes the need for both large and small companies to become versed in successful negotiations with the variety of cultures with which it may be exposed. This report is aimed at educating and assisting the reader in the process of cross-cultural negotiations. This report will highlight three areas where companies and/or individuals will need to focus when engaged in cross-cultural negotiations. In the Planning and Preparation stage, the reader is encouraged to “know thyself” when it comes to knowing his or her own goals and preferred style of negotiation. Next, in Examining Cultural Dimensions the reader is invited to “know thy audience.” Here, the reader is exposed to different styles of negotiations, characteristics of major global cultures, and enlightened on ...
Сultural influences on negotiations
Negotiation is a process deeply rooted in culture, customs and organizational and individual characteristics. It is a process that has apparent or real built-in inefficiencies that have little to do with the negotiated issues and a lot with the context and rituals. Time and other resource constraints under which both individual and organizational customers operate, requirements imposed by businesses and technological advancements introduce pressures to conduct effective and efficient negotiations.
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
Cultural Influences in NegotiationsA Four Country Comparative Analysis
International Journal of Cross Cultural Management, 2007
Empirical work systematically comparing variations across a range of countries is scarce. A comprehensive framework having the potential to yield comparable information across countries on 12 negotiating tendencies was proposed more than 20 years ago by Weiss and Stripp; however, the framework was never operationalized or empirically tested. A review of the negotiation and cross cultural research that have accumulated over the last two decades led to refinements in the definition of the dimensions in the framework. We operationalized four dimensions in the Negotiation Orientations Framework and developed the Negotiation Orientations Inventory (NOI) to assess individual orientations on those four dimensions. Data were collected from a sample of 1000 business people and university students with business experience from Finland, Mexico, Turkey, and the United States. Results are presented and further scale development is discussed. Findings establish the utility of the dimensions in the framework in making comparisons between the four countries.
SSRN Electronic Journal, 2016
The theory and international practice enshrines negotiation as being a multidimensional concept, based on communication. This feature confers negotiation a complex and varied content and makes it dependent on multiple factors that determines its success. These factors which have a significant importance on international negotiation include also culture, which contributes significantly to the enhance of the negotiation process complexity, adding a new dimension to the content of international negotiations. The participant's culture proves to be one of the strongest and most influential factors that can stimulate or taint the process and the results of negotiation. In this paper we propose to analyze the implications of the cultural factors on the negotiation process and how they can stimulate or taint the process and the results of negotiation. KEY WORDS: culture, international negotiation, intercultural differences P resent in everyday language, the term negotiation is assimilated with a way of thinking, with an attitude, a behavior, a science, a philosophy. "In business you do not get what you deserve but what you negotiate," said Chester L. Karrass, repeating in this way a gloomy assertion, but a commonly accepted one.
Cross Cultural Communications in Negotiations
2014
Communication behaviors in different kinds of negotiation can be characterized as tactics, as they are employed in facilitating of a goal. However, tactics are not used in isolation, but rather in combination, either intentionally or habitually to form a strategy. Thus analysis and understanding of cross-cultural communication is very useful, apart from any real-world interest in cross-cultural relations. The way a culture socializes an individual defines their perceptions of themselves, and the manner they interact with others. Cross cultural communication plays important role in effectively developing the different stages of negotiations such as being prepared, understanding the interest of different negotiating parties and understanding the consequences of failure of negotiation. In an effective bargaining situation each party looks for common goal in order to meet the interest of other party. The present paper focuses on the role and importance that cross cultural communications...
International business negotiations : Present knowledge and direction for future research
International Marketing Review, 2003
Global companies increasingly rely on the effectiveness of business negotiations for their survival and growth. As an important business function for creating and maintaining successful relationships, international business negotiations during the last decade (1990)(1995) have attracted considerable attention among researchers. Although these research efforts have shed light on several aspects of international business negotiations, there has been neither a comprehensive assessment of the knowledge gained, nor a systematic analysis of the issues that this research appears to have left unexplored. It is the purpose of this study to provide a thorough review of the publications on international business negotiations generated in the last decade, identify trends, assess where the discipline currently is and where it might be going.
Negotiation: the Chinese style
Journal of Business & Industrial Marketing, 2006
Purpose -To examine the nature of Chinese business negotiating style in Sino-Western business negotiations in business-to-business markets involving large industrial projects from a social cultural point of view. Design/methodology/approach -A conceptual approach developed from personal interviews. Findings -This study reveals that the Chinese negotiator does not possess an absolute negotiating style but rather embraces a mixture of different roles together: "Maoist bureaucrat in learning", "Confucian gentleman", and "Sun Tzu-like strategist". The Chinese negotiating strategy is essentially a combination of cooperation and competition (termed as the "coop-comp" negotiation strategy in this study). Trust is the ultimate indicator of Chinese negotiating propensities and role choices.
Business negotiation tendencies of Finnish and Kosovan negotiators: The role of culture
2021
In today’s global economy, international business negotiations play a fundamental and critical role in every aspect of conducting business. International business negotiation does not only involve mastering the issues that are being discussed, but also cultural sensitivity in understanding the characteristics and behaviors of the partners and adapting one’s way of negotiating. The purpose of this study is to explore the role of culture in the negotiating tendencies of Finnish and Kosovan business negotiators by using Salacuse’ s framework of ten elements and Hofstede's cultural framework. As a research approach, the quantitative method was applied. The analysis of Finnish and Kosovan negotiation tendencies was studied through a questionnaire, where 10 Finnish negotiators and 10 Kosovan negotiators participated. The questionnaire was sent to each respondent separately via e-mail. Findings suggest that only four out of ten elements (personal style, agreement building, team organiz...