Exploring Cross-cultural Negotiations - Outline

CROSS-CULTURAL NEGOTIATIONS
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Research Topic: CROSS-CULTURAL NEGOTIATIONS.
Introduction
Cross-cultural negotiation refers to the process by which two more cultures try to reach an amicable agreement normally based on common interests. It’s literally about demanding value. Effective negotiations between cultures are significant in building strong inter-company relationships. Cultural differences are believed to be among the main causes of human conflicts and play a major role in geopolitical sections (Kopelman, S., & Olekalns, M. 1999).  
Foreign cultures, customs, and behaviors derail the efforts of different companies to expand globally. This is because managers have to travel to various countries to establish businesses there hence those efforts may be hindered by culture and language barriers since communication will be frustrated (Horst, P., & Colonel, L. 2007). For the negotiation process to be successful, it is crucial to understand the cultures of the negotiating partners (Kopelman, S., & Olekalns, M. 1999). Culture is categorized as individualistic or collectivism. European countries, Australia, and the US practice individualistic cultures while Africa, South America, and Asian countries practice collectivism. Every culture is guided by unique norms, laws; beliefs, and customs hence cross-cultural negotiators must be aware of them (Kopelman, S., & Olekalns, M. 1999).
The main objective of this research project is to establish how culture influences the negotiation process, especially for multinational companies located in different parts of the world across different customs, beliefs; practices morals, and behaviors. 
THEORETICAL APPROACH
This section explains approaches related to the research topic.
Cultural Differences 
It is important to understand how differences in culture fluence negotiations. The negotiation process and general behaviors are influenced by the cultural background of negotiating partners. American and Asian negotiators use inappropriate and false promises to win their cases (Horst, P., & Colonel, L. 2007). They use expensive gifts and personal favors to build a friendship which strengthens their ties. They also apply severe punishments as compared to those from Europe. Europeans and American's negotiations are more temperamental as compared to those between Asians and Americans. Therefore, negotiators must...