Question

I need to write a paper on cultural differences in Negotiations

Answer 1

Different cultures have different views regarding the negotiation process. Sometimes these views create conflicts, hence it is important to understand the different cultures when entering into a negotiation. For eg, an older gentleman might negotiate in one way, while a young lady negotiate in another way. These differences are present in all countries. Culture influences how individuals negotiate and how they view and interpret the negotiation process.

If we understand that negotiations are conversations aimed at reaching an agreement, and if we can also understand that different cultures reach agreements in different ways, then we have the basis of international negotiations, that is to say how one culture may look at the negotiation process totally different than another. These differences can create conflict in the process. There are several main areas where cultural differences impact negotiating. The following are all differences that may arise during the negotiation process due to cultural differences:

• Desire for a long-term relationship or just a one-time deal
• Preference to win negotiating or preference for a win-win negotiation
• Informal or formal attitude
• Direct or indirect communication style
• Show emotion or hide emotions
• Decisions made by the group or by the leader