Communication

Paper Summary:

This paper discusses differences between American business negotiators and Asian business men. The paper, noting the different cultures, uses examples to demonstrate various situations and what occurs when these two opposing cultures meet to negotiate business deals.

From the Paper:

"Communication is further complicated when the people that need to communicate have emerged from different cultures. Much--if not all--cultural knowledge is socialized. We learn it, often through observation and imitation, without realizing we are learning it or intending to learn it. We are often unaware of our cultural assumptions and values because we absorbed them as we were growing up and didn't really think about them on a conscious level or articulate them to anyone. "

Sample of Sources Used:

• Adler, R. B. and Elmhorst, J. M. (2002). Communicating at work: Principles and practices for business and the professions, 7th ed. Boston: McGraw-Hill.
• Martin, D., Herbig, P., Howard, C., and Borstorff, P. (1999). At the table: Observations on Japanese negotiation style. American Business Review, 17 (1), 65-72.
• Paik, Y. and Tung, R. L. (1999). Negotiating with East Asians: How to attain win-win outcomes. Management International Review, 39 (2), 103-123.

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