Should culture make a difference in how one negotiates? Why or why not? How does culture...
Should culture make a difference in how one negotiates? Why or why not? How does culture impact a negotiation or conflict? What strategies can a negotiator adopt when working with a differing cultural style?
Homework Answers
Yes,Culture profoundly influences negotiations.
Following are the negotiation elements which are affected by cultural differences:
- Goal-Whether for someone it is contract signing and for some other it is building relationship.
- Attitude-It explains in the process of Negotiation either both parties with different cultures agree mutually for deal(win-win),or a struggle in which, of necessity, one side wins and the other side loses (win-lose).
- Culture strongly influences the personal style of negotiators whether it is formal or informal.
- Communication:Methods of communication vary among cultures. Some emphasize direct and simple methods of communication; others rely on indirect and complex methods.
- Form of agreement: Cultural differences influences the way how a contract or agreement is drafted whether is specific with all conditions or general with general principles.
- Risk taking:Some People of a culture are more motivated to take risks in a business venture then others
Strategies a negotiator must adopt when working with a different culture style:
- A negotiator must know some basics about the culture of the their counterpart so as to understand them better and to anticipate possible misunderstanding.
- He/She must not rush into negotiating process but rather work on building a relationship.
- He/She must propose rules so as to eliminate or mitigate the risks for its counterpart.
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