Exploring Negotiations. Nonverbal Communication. Management Essay

EXPLORING NEGOTIATIONS
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ABSTRACT
As we continue to witness rampant globalization and internationalization of businesses, cross cultural negotiation will inevitably become an inherent part of resolving business conflicts. Culture is diverse and complex and has significant effects on global negotiation process. Negotiators ought to be prepared to fully appreciate and respond to cultural differences to facilitate better understanding. This project discusses how various regions of the world approach conflicts, negotiation styles; factors for effective negotiations and gender factor.
INTRODUCTION
Cross-cultural negotiation is part of the wider field of cross-cultural communication. These are negotiations between nations or people from different cultural backgrounds. All nations, business people and the international community at large cannot always think alike due to underlying cultural differences and limitations which cause conflicts and disagreements. This necessitates cross cultural negotiations which enhance better understanding among a diverse range of parties. Communication is critically important for mutual agreements and favorable deals. Conventional strategies may not work in cross cultural negotiation because some techniques may be less familiar to conflicting partners resulting in resistance. Cultural negotiations require careful preparations, negotiating on important issues separately and willingness to embrace new culture (Fisher, G. 1980).
Negotiators vary their styles and often rely on emotionality. American negotiators usually base their arguments on logic and objective facts but they do not value emotionality hence their dealings seem straightforward and not personal. The Japanese, on the other hand, rely on emotional sensitivity and passionately express themselves. Arab negotiators also persuade others through emotions and feelings. On the contrary, Russian negotiators rely on ideas and drawing attention of other parties. Many cultural differences have identified and harmonized styles they have established (Fisher, G. 1980). Different approaches in national cultures have been identified and change is deemed constant. Global business tends to rely on European cross-cultural negotiations which are focused on problem-solving and encourage linear communication.
Nonverbal Communication
Studies have revealed that nonverbal communication plays an important role in cross cultural negotiations. Every culture interprets them based on their values. Silence is normally used by Japanese negotiators while Americans use it moderately but Brazilians do not use it at all. Touching one another normally mean closeness in some cultures but taken as an offense to others. For example, a Mexican believes that a hug would mean and communicate an enduring, trusting and genuine relationship but a German negotiator may view a hug as an inappropriate expression of intimacy. Maintaining eye contact during a negotiation is common in Brazil but not popular in America and Japan. Therefore, negotiators should fully understand what the nonverbal communication they apply means to their counterparts in the negotiating proc...