Organizational Behavior Unit 7 Assignment

Culture Based Negotiation Styles

Kaplan University

MT302: Organizational Behavior

Professor Carol Taylor

July 23, 2012

It is important to understand the aspects about where a person is from, their business and personal cultural background, spoken language and what the perceptions are of a person or people before beginning the negotiation process. Likewise, the perceptions that we have when negotiating need to be set aside as well because it will most likely cause bad business exchanges and negotiations that will fail. Due to every culture having a different representation of views by studying and analyzing who you are about to do business with is very important. Overall, there are several steps to take when negotiating with other countries and cultures, but you must first learn about your opponent especially the background that they come from.

In America negotiating is usually handled by a single individual who would submit the decision to the person of higher power for the final decision to be executed however this process is not always followed in other cultures. Many culture negotiations focus on using a group then the members of the group would execute the decisions and not a single individual. In Asia, decisions are usually made by the most senior figure or head of a family (Cross Country Negotiation, 2012). Chinese negotiators are highly trained in the art of gaining concessions (Cross Country Negotiation, 2012). While in Germany, decisions can take a long time due to the need to analyze information and statistics in great depth (Cross Country Negotiation, 2012). In the United Kingdom, pressure tactics and imposing deadlines are ways of closing deals while in Greece this practice would backfire (Cross Country Negotiation, 2012). The Japanese will negotiate in teams and decisions will be based upon consensual agreement (Cross Country Negotiation, 2012). There are many factors to consider when approaching cross cultural negotiation by tailoring...