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Cultural difference in negotiation
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Introduction It is always useful to have some negotiation strategies planned out and to outline the manner in which the talks are to take place. Even so negotiation behaviour can be a critical factor to the success of the negotiation. “Negotiation behaviour is shaped by a complex set of factors, include personality, cultural values and emotions” (Osman-Gani and Tan, 2002, p. 822). Emotions and tempers can often run high during negotiations. All mankind have emotions, even so as Fromm (2004) explains emotions can help us understand differences and find resolutions to complex situations. Emotions assist us understand and deal with the issues and factors around us. People continually analysis events to determine if they are personally relevant. For example abortion debates and euthanasia; each of the parties involve have strong feelings that hinders the finding of a resolution. It can be seen in how individuals’ self-perception about themselves. Each party involve have their own values and perception which generates strong emotions about these issue. Discussion of Issues People need emotions, this maybe the feeling of having being treated fairly, achievement recognitions, or sense of belonging (Fromm 2004). Lets use the following example to illustrate this, Bert has been wanting to purchase a car for his wife for quite some time. One day he walked passed a car dealer and saw the exact car he wanted with a price tag of $4500. He then went home and told his wife who agrees by saying, “Base on our current financial circumstances, maximum amount you should spent is $4300”. Next day Bret went to the car dealer and asked to test-drive the car. Bret offered $4000 for the car and the dealer sealed the deal. Is Bert happ... ... middle of paper ... ... Experience’, Emerging Communication: Studies on New Technology and Practices in Communication, 6, pp. 323. Available from: . [11 November 2011]. Saee, J 2008, ‘Best Practice in Global Negotiation Strategies for Leaders and Mangers in the 21st Century’, Journal of Business and Economics Management, 9(4), pp. 309-318. Available from: Proquest. [13 November 2011]. Shapiro, DL 2004, ‘Emotions in Negotiation: Peril or Promise?’, Marquette Law Review, 87(4), pp. 737-745. Available from: Proquest. [13 November 2011]. Van Kleef, GA, De Dew, CKW & Manstead, ASR 2004, ‘The Interpersonal Effects of Emotions in Negotiations: A Motivated Information Processing Approach’, Journal of Personality and Social Psychology, 87(4), pp. 520-528. Available from: . [13 November 2011].
Negotiations styles are scholastically recognized as being broken down into two general categories and those are distributive bargaining styles and integrative negotiation styles. Distributive bargaining styles of negotiation are understood to be a competitive type of negotiation. “Distributive bargaining, also known as positional bargaining, negotiating zero-sum, competitive negotiation, or win-lose negotiation, is a type or style of negotiation in which the parties compete for the distribution of a fixed amount of value” (Business Blog Reviews, 2011). This type of negotiation skill or style approach might be best represented in professional areas such as the stock market where there is a fixed goal in mind or even in a garage sale negotiation where the owner would have a specific value of which he/she would not go below. In contrast, an integrative negotiation approach/style is that of cooperative bargaining, or win-win types ...
The first method of principled negotiation is to separate the people from the problem. Although it seems to be quite a simple process, I found a major question came to mind: “What if the people are the problem?”. Being a teenager, I know that sometimes the only reason for conflict is emotions and feelings. A person feels they have been wronged, the other disagrees, and separating the people from the problem becomes virtually impossible. Getting to Yes briefly proposes some solutions to emotion, such as recognizing both side’s emotions, making emotions explicit and acknowledging them as legitimate, allowing the other side to let off steam, not reacting to emotional outbursts, and using symbolic gestures . Again, I found these guidelines to be oversimplified and completely void of the fact that human’s are inapt to simply putting their feelings aside. Also...
Jim Thomas opens the book with a very relevant insight as to how negotiation is present in our daily lives, and how globalization has increased the need for us to negotiate effectively due to a higher level of cross-country communication due to work or leisure. He then debunks several traditional approaches towards negotiating, such as the Academic Approach, where negotiators try to understand the real underlying meaning behind the other party’s stated position as well as the Body Language Approach, which recommends negotiators to act and react solely based on the other party’s body language.
Karrass’s “In Business As In Life – You Don’t Get What You Deserve, You Get What You Negotiate” are consistent with the teachings of William Ury’s “Getting to Yes, Negotiation Agreement Without Giving In” as well as William Ury’s “Getting Past No, Negotiation In Difficult Situations”. In Ury’s “Getting Past No, Negotiation In Difficult Situations” Ury states “nowadays, in every domain, from family to work to politics, negotiation is becoming the preeminent form of making decisions” (Ury,1993), which is parallel with Dr. Karrass’s statement “we all negotiate: buyers and sellers, politician and diplomats, executives and those who work for them. And of course, husbands, wives, friends, and children negotiate every day but rarely call it that.” (Karrass, 1996). Both authors believe in the power of negotiation but more importantly the knowledge, practice and understanding to be successful at
Lewicki, R., Saunders, D.M., Barry B., (2010) Negotiation: Readings, Exercises, and Cases. 6th Ed. McGraw-Hill Irwin. New York, NY
Knowing that positional negotiation leads to turmoil between friends, business partners and the like turning to principled negotiation for a fair outcome is surprisingly straight forward. There are four basic points which have defined the straight forward process of principled negotiation. These f...
During this course, I have learned a lot about negotiating. We learned about almost every negotiating technique there is. We learned about cross-cultural negotiations, body language, Best Alternative To a Negotiated Agreement (BATNA), variables in negotiating, and many more. Before this course, I did not know that much about negotiating. I thought that negotiating was just about trading or convincing someone to give you what you want and you did not care about the other side, resulting in a win-lose. I now know that negotiating is about getting what you want, but also giving the other side what they want as well to result in a win-win. This paper is about how I am going to improve my negotiating skills over the next six months. In order for me to improve my negotiating skills, I believe I need to improve the following skills- my body language, communication, planning, and my interpersonal communications. By improving those skills, I can become an effective negotiator.
McCarthy, A. (n.d.). 10 rules of negotiation. Negotiation Skills. Retrieved March 31, 2014, from http://www.negotiation-skills.org
Negotiation extends well beyond the borders of sitting at a table and simply exchanging different proposals. The process of negotiation involves working through a series of phases to learn about the other individual. Working together to solve a problem may not be simple and negotiation is all about getting the other person to fold before an agreement is settled on. Negotiation takes motivation and perseverance. This essay will present personal negotiation styles and means for improvement along with examples to follow.
From my readings on negotiations, I’ve realized that, one way or another, we are always negotiating, because everything we need and want in life belongs to someone else. Therefore in order to get what we want, we have to negotiate to get it. After our negotiations, we may have a win – win outcome, where everyone is happy, or we may end up in a win - lose outcome, where one side is perceived as having done significantly better at the expense of the other side.
The next source is emotions. Negotiation induces stress to both parties. Thus, emotions should be kept in check. In order to do so, first, one should acknowledge such emotion exist and try to understand its source. Either party must be acceptable for the other’s expression instead of dismissing it outright. Nevertheless, symbolic gestures and sympathy is effective in diffusing strong
Thompson, Leigh, L. (2001). The Mind and Heart of the Negotiator, Upper Saddle River: Prentice Hall.
Negotiations are part of our daily life. We negotiate at work with our coworkers, at home with our families, or in the business world when trying to get a deal. People of all ages are constantly negotiating. According to the textbook Essentials of Negotiation, negotiation is a form of decision-making in which two or more parties talk with one another in an effort to resolve their opposing interests (Lewicki, Barry, & Saunders, 2011). Regardless of who we are, our personalities and cultures have a great impact on how we interact with others and it can make a difference on winning or losing a deal.
Johnson, R. A. (1993). Negotiation basics: Concepts, skills, and experiences. Newbury Park, CA. Sage Productions.
Gerard I. Nierenberg, The Art of Negotiating: Psychological strategies for Gaining Advantageous Bargains, Barnes and Noble, (1995),