Cross Cultural Negotiations :: essays research papers

Cross heathenish negotiation is one of many specialized areas within the wider field of cross heathen communications. By taking cross cultural negotiation training, negotiators and sales personnel give themselves an advantage over competitors.thither is an argument that proposes that culture is inconsequential to cross cultural negotiation. It maintains that as long as a proposal is financi all toldy attractive it will succeed. However, this is a nave way of feelering international duty.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 like potential client in the Middle East. Both have identical proposals and packages. One ignores the importance of cross cultural negotiation training believing the proposal will speak for itself. The other undertakes some cross cultural training. He/she learns ab off the culture, values, beliefs, etiquette and approaches 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 to the host negotiation team 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 influence the proceedings. By way of highlighting this, a few brief examples of topics covered in cross cultural negotiation training shall be offered.Eye Contact In the US, UK and much of northern Europe, strong, direct eye contact conveys confidence and sincerity. In atomic number 16 America it is a sign of trustworthiness. However, in some cultures such as the Japanese, prolonged eye contact is considered rude and is generally avoided.Personal Space & Touch In Europe and North America, business people will usually leave a certain amount of d istance between 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 Japan or China, it is not funny for people to leave a gap of four feet when conversing. Touching only takes place between close friends and family members.Time Western societies are very measure conscious? Time is money 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 sense of urgency.