Negotiation Strategies: Article Review

Paper Summary:

The paper examines the article "Cultural Differences in Conducting Intra- and Intercultural Negotiations: A Sino-Canadian Comparison" by David K. Tse et al., where the authors examine the basic differences between negotiation styles of Chinese business leaders and their North American counterparts. The paper then looks at the second article "Innovation and International Business Communication: Can European Research Help to Increase the Validity and Reliability for Our Business and Teaching Practice?" by Jan Uljin that assesses the impact of professional culture on negotiations. The paper applies the lessons learned from these articles to the author's personal workplace.

From the Paper:

"In this study, the authors examine the basic differences between negotiation styles used by Chinese business leaders and their North American counterparts. Given the current focus on Sino-American relations and the international attention from the international media during the Olympics, this study provided an interesting glimpse into the various negotiation styles used by individuals from different cultures and worldviews. Citing the fundamental individualistic and collectivist principles that shape these respective cultures, Tse and his colleagues report that, "Individuals from different cultures are known to adopt different conflict resolution strategies. Members of collective cultures perceive and manage conflict differently from those in individualistic cultures.""

Sample of Sources Used:

• Tse, David K., June Francis and Jan Walls. (1994). "Cultural Differences in Conducting Intra- and Intercultural Negotiations: A Sino-Canadian Comparison. Journal of International Business Studies," 25(3), p. 537.
• Uljin, Jan. (2000). "Innovation and International Business Communication: Can European Research Help to Increase the Validity and Reliability for Our Business and Teaching Practice?" The Journal of Business Communication, 37(2), 173.

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