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  • Cross-Cultural Negotiation Process: MD Nazmul Islam Nayan Sutradhar Interculture Management & Business Ethics

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    Cross-cultural negotiations involve people from different cultures, usually in a business setting. Key elements of the negotiation process include multiple parties, shared interest in an agreement, and preparation. Culture can impact many factors of negotiation like goals, attitudes, communication styles, and views on time sensitivity. Effective cross-cultural negotiations require understanding cultural differences that can cause problems like differing approaches to language, nonverbal behaviors, values, and decision-making. Cultural styles also vary, with Americans more individualistic and Japanese preferring consensus.

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    Cross-cultural negotiations involve people from different cultures, usually in a business setting. Key elements of the negotiation process include multiple parties, shared interest in an agreement, and preparation. Culture can impact many factors of negotiation like goals, attitudes, communication styles, and views on time sensitivity. Effective cross-cultural negotiations require understanding cultural differences that can cause problems like differing approaches to language, nonverbal behaviors, values, and decision-making. Cultural styles also vary, with Americans more individualistic and Japanese preferring consensus.

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    17 views2 pages

    Cross-Cultural Negotiation Process: MD Nazmul Islam Nayan Sutradhar Interculture Management & Business Ethics

    Uploaded by

    chance ruecker
    Cross-cultural negotiations involve people from different cultures, usually in a business setting. Key elements of the negotiation process include multiple parties, shared interest in an agreement, and preparation. Culture can impact many factors of negotiation like goals, attitudes, communication styles, and views on time sensitivity. Effective cross-cultural negotiations require understanding cultural differences that can cause problems like differing approaches to language, nonverbal behaviors, values, and decision-making. Cultural styles also vary, with Americans more individualistic and Japanese preferring consensus.

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    Cross- Cultural Negotiation Process

    Introduction:
    Cross-cultural negotiations are encounters between people
    from different cultures, usually in the workplace. Cross-
    cultural studies can take place between distinct civilizations
    within the same country, such as between European-
    Americans and Native Americans. Cross-cultural discussions
    are becoming more widespread in economic and political
    transactions as the globe grows more interdependent as a
    result of globalization and international economic
    interactions. Given this, being able to comprehend how cross-
    cultural discussions take place is a valuable ability. The
    following Cross-Cultural Business Negotiations are a type of
    cross-cultural negotiation that takes place between two
    cultures. Greenwood Publishing Group, Inc., New York.

    Md Nazmul Islam
    Nayan Sutradhar
    Interculture Management
    & Business Ethics
    Cross-Cultural Negotiation Process
    Fundamental Elements of th The Impact of Culture on
    e Negotiation Process - Negotiations:
    NEGOTIATION FACTORS CULTURAL RESPONSES
    ❖ Two or more parties
    involved in real or Goal Contract or Relationship

    perceived conflict over Attitudes Win/Lose or Win/Win

    important goals. Personal Styles Informal or Formal

    ❖ Shared interest in reaching Communications Direct or Indirect

    Time Sensitivity High or Low


    an agreeable solution.
    ❖ Background preparations Emotionalism High or Low

    Agreement Form Specific or General


    leading to the process of
    Agreement Building Bottom Up or Top Down
    negotiation. Team Organization One Leader or Consensus

    Risk-taking High or Low


    The Negotiation Process:
    1. Preparation. Cross-cultural Negotiation
    2. Relationship building. process: Cultural differences
    3. Exchange of task- cause four kinds of problems
    Related information. in global trade negotiations.
    4. Persuasion. • Language
    5. Concessions & • Nonverbal behaviors
    agreement. • Values • Thinking and
    decision-making processes
    Cross-Cultural Negotiation
    Cultural differences.
    Individual styles: The style
    used during a negotiation How cross- culture
    depends on the context and negotiation implemented:
    the interests of the other party,
    Different decision-making
    among other factors.
    styles are also possible.
    • Accommodating • Avoiding
    American managers are more
    • Collaborating
    likely to make adjustments on
    • Competing • Compromising
    their own , but Japanese are
    more consensus, which can
    lengthen the negotiating
    process.

    Md Nazmul Islam
    Nayan Sutradhar
    Interculture Management & Business

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