Cross Cultural Negotiations :: essays research papers

Cross ethnic negotiation is one of many specialize areas within the wider field of encompass cultural communications. By taking cross cultural negotiation training, negotiators and sales psychenel give themselves an advantage everyplace competitors.There is an argument that proposes that culture is inconsequential to cross cultural negotiation. It maintains that as long as a proposal is financially attractive it entrust make it. However, this is a nave path of approaching international business.Let us look at a brief example of how cross cultural negotiation training can benefit the international business personThere are two negotiators dealing with the same potential node in the Middle East. Both have identical proposals and packages. One ignores the immenseness of cross cultural negotiation training believing the proposal volition speak for itself. The other undertakes some cross cultural training. He/she learns nigh the culture, values, beliefs, etiquette and approach es to business, meetings and negotiations. Nine times out of ten the latter will succeed over the rival.This is because 1) it is likely they would have endeared themselves more than to the host negotiation group and 2) they would be able to tailor their approach to the negotiations in a way that maximises the potential of a positive outcome.Cross cultural negotiations is about more than just how foreigners close deals. It involves looking at all factors that can deviate the proceedings. By way of highlighting this, a few brief examples of topics cover in cross cultural negotiation training shall be offered.heart Contact In the US, UK and much of northern Europe, strong, direct eye turn over conveys confidence and sincerity. In South America it is a sign of trustworthiness. However, in some cultures such as the lacquerese, prolonged eye contact is considered uncivilized and is generally avoided.Personal Space & Touch In Europe and due north America, business state will usual ly leave a certain(p) amount of distance mingled with themselves when interacting. Touching only takes place between friends. In South America or the Middle East, business people are tactile and like to get up close. In lacquer or China, it is not uncommon for people to leave a happy chance of four feet when conversing. Touching only takes place between close friends and family members. prison term Western societies are very clock conscious? Time is bills and punctuality is crucial. This is also the case in countries such as Japan or China where being late would be taken as an insult. However, in South America, southern Europe and the Middle East, being on time for a meeting does not carry the same guts of urgency.