Cultural Differences and Negotiation Strategies

Cultural Differences and Negotiation Strategies
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Case Study: Cultural Differences and Negotiation Strategies
Introduction
Negotiation is a process of creating solutions to problems and building relationships. It often involves communication between parties with different perspectives and cultural preferences (Gomez & Smith, 2018). Understanding the different cultural influences that can affect negotiation strategies is essential. This case study explores the negotiation techniques and inclinations of cultural groups, as well as the personality and attributes to be aware of when negotiating with members of these groups. The article "Culture and Negotiation Strategy: A Framework for Future Research," by Brett J. M., Gunia, B. C., and Teucher, B. M. (2017) provides an in-depth overview of different cultural groups and negotiation strategies that can be used when interacting with members of those groups. It will also detail the personality attributes to be aware of when negotiating with people from different cultures and provide practical points to consider when negotiating with someone from one of the discussed cultural groups.
Summary of Negotiation Styles and Preferences
The article examines how negotiation styles and preferences vary across six distinct cultural groups: Anglo-American, East Asian, Southern and Eastern European, Latin American, Sub-Saharan African and Middle Eastern. Each of these groups approaches negotiations differently, based on the values and beliefs of their culture. For example, Anglo-Americans tend to be more direct and confrontational in negotiations, while East Asians prefer indirect and more diplomatic tactics. Southern and Eastern Europeans tend to be more relationship-oriented, while Middle Eastern and Sub-Saharan African cultures are more likely to rely on personal connections. Lastly, Latin American cultures have a strong focus on the importance of trust and respect in negotiations. Understanding the negotiation styles and preferences of each cultural group can help ensure better outcomes in cross-cultural negotiations.
Anglo-American: Anglo-Americans typically employ a confrontational and competitive approach to negotiation. They believe the best way to succeed is to be as assertive as possible and seize any potential openings. Additionally, they favour the use of a written contract which outlines all of the terms of the agreement. This is seen as a more reliable and binding way to ensure that both parties adhere to the negotiated agreement.
East Asian: East Asians typically prefer a collaborative, peaceful negotiation style instead of a confrontational one. They strive to create a win-win situation for both parties and build trust and relationships before delving into negotiations. They take the time to understand the other parties' interests and goals to reach an agreement that works for everyone. East Asians also emphasize maintaining good relationships even after the negotiation to ensure that all parties remain content with the outcome.
Southern and Eastern European: Southern and Eastern Europeans typically use a collaborative negotiation style which involves both parties working together to find a mut...