The Different Cultural Views of International Negotiation Essay

Progressive globalization has caused a rise in need for appropriate skills in international negotiations. This is not only in diplomacy but also in the business environment. An understanding of other cultures is necessary for these negotiations. Culture can be considered a phenomenon that involves a group that has common characteristics manifested in them. It is acquired individually through socialization, and identifies a group uniquely through intangible attributes such as values, beliefs, and behavior patterns (Fisher, 1980, p. 36). Cultural differences affect the perceptions and behaviors of different parties in any international negotiation in different ways. These include the goal of negotiations different cultures view negotiations differently with some negotiators viewing them as an opportunity to get a signed contract between the involved parties (Brunerand Tagiuri, 1954, 27). Others view negotiations as a start of a relationship between the two parties. The concept of win-lose or win-win scenarios is deeply ingrained in different cultures and might affect the perceptions of the different negotiators. Time factor is also sensitive in negotiations with Europeans being considered highly punctual while Latinos are usually late and the Americans are fast at cutting a deal. By reducing formalities, Americans maximize on time available which could be the central to the Japanese. Display of emotions during negotiations varies from one culture to another with the Asians hiding their feelings while the Latinos show how they feel.The cross-culture attributes and skills needed for successful negotiationThe extent of formality in a negotiation varies from culture to culture. However, it is always safe to adopt a formal posture when meeting for the fast time as an informal posture might be considered as a lack of seriousness in whatever people intend to do. There are different methods of communication across the world with some cultures emphasizing in clear and direct methods while others are comfortable with indirect and figurative forms of communication (Brett et al 1999, p. 18). Someone using a direct mode of...

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