The Importance of Cultural Approaches to Negotiation

The Importance of Cultural Approaches to Negotiation Negotiation occurs when individuals with conflict of the interests get together to determine how they would allocate resources or work together in the future. The ideas of both parties need to be well presented in the negotiation. Both parties should end up with equally benefiting outcomes.Advertising We will write a custom essay sample on The Importance of Cultural Approaches to Negotiation specifically for you for only $16.05 $11/page Learn More Negotiation results in problem solving to a common problem between the parties involved. Contradicting issues arise due to different schools of thought and cultural backgrounds. This is the reason why negotiation needs expertise when handling it. Negotiations in business involve open communication, understanding the conflict and search for the solution by the involved parties. Different cultures approach negotiations differently and thus, utmost understanding is required (Hendon, Hendon Herbig, 1996).The main purp ose of this paper is to discuss the cultural approaches used in negotiations. It will explain five cultural approaches used by the Chinese and their effectiveness if applied in the United States of America. Different cultures approach negotiation differently. This is because of the differences in their traditions and beliefs. Negotiators’ cultural background is reflected during negotiation process through the way they think and are sensitivity to the issues. The approaches used in different cultures have their advantages and disadvantages. Therefore, it is necessary to understand the different cultural approaches to negotiations especially when dealing with foreigners. If this is not done it may lead to frustrations of the two parties and this is likely to bring enmity, which is not good for business investors (Hendon, Hendon Herbig, 1996). The Chinese culture is renowned for persistence and coherence. It is rooted in religio-philosophical traditions of Taoism, Buddhism, Con fucianism, Pantheistic and Animist beliefs. Confucianism, for example, is associated with the subtle and tacit but forceful social moral and behavioral code in China. Social harmony is another element of Chinese culture that gives a non-interventionist, outer directed and situation-accepting orientation. This allows the Chinese maintain harmony with their counterparts. Besides this, they place the negotiation on a wider context in understanding of the underlying principles. The Chinese also take responsibility for the decisions made and are less likely to result in overt conflicts during the negotiation.Advertising Looking for essay on communication strategies? Let's see if we can help you! Get your first paper with 15% OFF Learn More Their culture is also relationship oriented as it values relationships above everything else. Thus, the Chinese negotiators will take negotiation as a relationship building process. In this regard, they ensure that a good relati onship is maintained during and after the negotiation (Li Weldon, 2000). Their cultures require them to be implicit and indirect and this is reflected in their negotiation style. They are more sensitive and practice proper etiquette in their dealings. They are also governed by reciprocity and therefore, they expect concessions in return. In addition, they show patience in their negotiations and more likely to place a negotiation in a historical context. They deal with issues as a package rather than one issue at a time and they are comfortable with long-term negotiations. Another cultural factor is contingency propositions. This means that they display more caution and they are more assertive as well as open to the pursuit of self (Li Weldon, 2000). On the other hand, the objective of American negotiators is to arrive at legalistic contracts. They thrive in getting the details right and using all relationships to facilitate the achievement of unambiguous understandings. They focus on the short-term solution and they are result oriented. They prefer a competitive environment with the intent of solving problems and they expect reciprocity. The law binds them and they honor their contracts no matter the results of the outcome. The Americans negotiate expecting immediate results. They see delays as a sign of ineptitude and they deal with perceived insensitivity. Their tendency to getting straight to the point mostly leads to failures in negotiations (Hendon, Hendon Herbig, 1996). Therefore, there are distinct differences between the American cultural approach to negotiation and the Chinese cultural approach to negotiation. The Chinese approach is humanitarian and if applied in the United States, it is bound to bring about positive changes. However, its effectiveness will solely depend on how this culture is embraced. Most American investors have built their negotiation skills on western culture and it may be a challenge to adopt new changes. However, some of th e Chinese cultural approaches to negotiation are possible to be incorporated into the United States culture (Li Weldon, 2000).Advertising We will write a custom essay sample on The Importance of Cultural Approaches to Negotiation specifically for you for only $16.05 $11/page Learn More For example, the Chinese’s collective way of thinking will do well if it replaces the American’s individualistic way of thinking. This way, it is possible for an American negotiator to put himself in the shoes of another person and view the negotiation in a broader perspective. The Americans may see the sensitivity with which the Chinese handle negotiations as a weak point but if incorporated in the US culture, it is likely to help build long-term relationships following a negotiation (Lam, 2000). The Americans are always in haste in their business dealings. Adapting the formal long-term relationship building of the Chinese culture at the negotiation table may help them pay close attention to details of the issue and understand their counterparts. It is also possible to replace the impatient and aggressive tendency of the Americans with the more subdued patient spirit of the Chinese. The Americans are result oriented and they are likely to close businesses deal in their favor even if their counterparts get furious over it. This can also be overcome by the Chinese’s long-term perspective, which helps them have better deals and hence become better business investors (Lam, 2000). In conclusion, negotiation skills are shaped by negotiator’s culture. In order to avoid enmity when solving conflicts, the negotiators need to understand each other’s culture. Each culture has its pros and cons when approaching the negotiation table. Therefore, it is the role of the negotiators to learn and appreciate the other parties’ cultures. It is also necessary to incorporate the pros of different cultural approaches to be able to m aximize opportunities in international and national business (Hendon, Hendon Herbig, 1996). References Hendon, D., Hendon, R. Herbig, P. (1996). Cross-Cultural Business Negotiations. Connecticut: Greenwood Publishing Group.Advertising Looking for essay on communication strategies? Let's see if we can help you! Get your first paper with 15% OFF Learn More Lam, M. (2000). Working With Chinese Expatriates in Business Negotiations: Portraits, Issues, and Applications. Connecticut: Greenwood Publishing Group. Li, J., Tsui, A., Weldon, E. (2000). Management and Organizations in the Chinese Context. Hampshire: Palgrave Macmillan Publishers.