Question

Book: Essentials of negotiation fifth edition

1-Explain the managerial perspectives regarding the influence of culture on negotiation. Give examples.

Answer 1

In managerial perspective, the negotiation is referred to what can be negotiated and how it gets differentiated among various cultures. For example, in some of the countries it is viewed as competitive process to sustain or more like an opportunity to share information. It could be distributive or integrative in nature when it comes to offering opportunities to others. It is important to know how to select the specific negotiators in terms of subject matter expert, cultural differences, management levels or status, etc. For example, Chines prefer to have connection in the initial phases of the process. At the same time it important to follow communication protocol in more formalized way ,for example European nations are more formal in nature with respect the Americans. It is important for managers to know how the communication should be done either verbal or non-verbal , to communicate by placing more considerations to time sensitivity and how to take risks, how the emotions are involved, considering individuals or groups and what should be the nature of the agreements.