Question

Explain the role of culture in negotiation. How is technology impacting the future of cross-cultural negotiation?

Answer 1

Culture plays a very important role in negotiation as it affects the kind of transactions or deals the people make and the way they negotiate them. Culture is one important factor that afdects how people organise themselves to negotiate a deal.

Differences in the culture can create barriers in the process of negotiation. Culture influences the personal style of negotiators.

Culture affects negotiation in many ways-

1. Risk taking

2. Team organisation

3. Building an agreement

4. Emotionalism

5 . communication

Culture can influence the negotiation process not aonly as intercultural but also cross culture. Culture influencehow people communicate verbally, non verbally, directly , undirectly or through the body language.

Cross culture negotiation concerns negotiation between individuals from different cultures. Technology impact the future of cross cultural negotiation as technology provides for instant communication and information sharing; minimizes geographic barriers, it leads to the fast processing of information.