Role Of Culture In Negotiation

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Negotiations and culture: Negotiating is a term used a great deal nowadays, in newspapers, on television, and on radio. It often seems to imply that only large companies or whole countries are involved and not just individuals. In international business, face to face negotiations could happen with partners or customers from foreign countries. Thus, managers who are in charge from different cultures have to sit and talk with one another to exchange ideas and express needs and preferences. Culture playing a huge role in negotiations, it influences how people think, communicate, and behave. Thus, to understand cultural differences will help to create a success and long-term relationships for the business. Dealmakers from some cultures;…show more content…
Although stereotypes can be positive or negative, a negative stereotype about a group often leads to prejudice (a negative judgment or unequal treatment toward a member of an out-group). Negative stereotypes are usually directed from a member of an in-group to an out-group. Thus, negotiations are not conducted between national stereotypes; negotiations are conducted between people, and cultural Factors often make huge differences plus age and experience also are considered to make important differences. However, it should be clearly understood that individual personalities and backgrounds and a variety of situational factors also heavily influence behavior at the negotiation table and it is the manager’s responsibility to consider these factors. Companies and countries do not negotiate but, people do. Consider the culture of your customers and business partners, but treat them as…show more content…
The First attitude regards negotiation as a struggle in which only one side wins and the other side loses, known as a win- lose attitude. The second one treats the negotiation as a process in which both sides can gain something, also referred to as a win-win approach (Salacuse, 2005, p.2). It could be argued that these approaches influence what kind of strategy a negotiator uses throughout the negotiation, a distributive or an integrative strategy. The United States demonstrate a greater preference for a win-win solution they See negotiation as a collaborative, problem-solving process in which both parties contribute to the achievement of a mutually beneficial agreement. This would be in synchrony with the view that, as an egalitarian culture (Brett at al. 1998; Hofstede 1980), the negotiators from the United Sates do not consider distributive tactics to be appropriate in a negotiation (Adair at al. 2004, p. 94). In addition, Indian negotiators have a partiality for win-lose outcomes, however, they embody a clear preference for a win-win outcome as

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