Cultural Negotiations

Paper Summary:

The paper relates that cultural differences can remarkably impact negotiations. The paper then examines and compares Western and Asian styles of negotiation as well as negotiation styles in Latin America and Germany.

Outline:
Introduction
The Negotiation Process
Differences in Negotiating Styles
American Style of Negotiations
German Style of Negotiations
Latin American Style of Negotiation
Conclusion

From the Paper:

"Characterizing any national or cultural approaches to negotiations is rather an intricate task although generalizations are often derived. However any generalizations are applicable or otherwise depending on a lot of contextual factors such as time, environment, circumstances, stakes, prior experiences in dealing between the parties, type of the problem, personal preferences, how interpersonal relationships work and temperament. Any sort of generalizations will be applicable to certain members of the group some of the time and therefore it is dependent on the changing situational needs. It is perhaps the reason why we defy simple categorizations and broad classifications. Concurrently it is essential to retreat and try to observe ourselves and others from an audience level so that the patterns and habits which are defined as standard in negotiation can be analyzed for what they stand for are culturally adhered and cultural defined common sense."

Sample of Sources Used:

• Graff, Joachim; Schaupp, Gretchen. (2007) "Mind Your Manners: Tips for business professionals visiting Germany." Retrieved 25 August, 2007 from http://www.german-business-etiquette.com/
• Harvey, Francis. (1997) "National Cultural differences in theory and practice: Evaluating
• Hosstede's national cultural framework." Information Technology & People, vol: 10, no. 2 pp: 132 - 146.
• Hendon, Donald. W; Hendon, Rebecca, Angeles; Herbig, Paul. (1996) "Cross-cultural Business Negotiations" Prager.
• Hennig-Schmidt, Heike; Zhu-Yu, Li; Chaoliang, Yang. (2002, Jun) "A Cross-cultural study on negotiation behavior: A Video Experimental Investigation in Germany and the People's Republic of China." Retrieved 25 August, 2007 from http://bonneconlab.uni-bonn.de/people/hschmidt/Chingpap3.pdf

More papers on Cultural Negotiations:

• Book Review # 106991 : "Cross-Cultural Business Negotiations"
• Analytical Essay # 126018 : "Cross-Cultural Communication"
• Term Paper # 25160 : "Stereotypes in Cross-Cultural Business Negotiations"

APA Citation:

MLA Citation: