Here is the synopsis of our sample research paper on How Culture Impacts Negotiations. Have the paper e-mailed to you 24/7/365.
Essay / Research Paper Abstract
This 5 page paper Several ways culture affects negotiation are reported and discussed. Examples are given to illustrate these differences. Bibliography lists 6 sources.
Page Count:
5 pages (~225 words per page)
File: ME12_PGclngt9.rtf
Buy This Term Paper »
Unformatted sample text from the term paper:
that can affect the negotiation process, such as the context, personality and culture. In todays world, culture is always a factor. Brett (2000) wrote that many negotiations breakdown because of
cultural differences. Salacuse (2004) identified ten ways that culture affects the negotiation process. The first is the most basic, which is whether the goal is to agree on a
contract or to develop a relationship. Individuals from some culture see the goal as a relationship while others see it as a signed contract (Salacuse, 2004). The attitude of the
parties will also affect the outcome: is the goal win-win or win-lose (Salacuse, 2004). The next factor is the tone, is it formal or informal? (Salacuse, 2004). Some cultures, like
Germans, are very formal while other cultures, like Americans, tend to be very informal (Salacuse, 2004). An American who begins a negotiation with a German or Japanese executive by calling
him or her by their first name will commit a serious error. Another factor is communication style; is it direct or indirect? (Salacuse, 2004). We know that negotiation in
itself is a confrontation because it usually involves face-to-face interaction (Brett, 2000). It is important that the communication is not confrontational in style. Some cultures, like the Chinese, are
very indirect while others, like Americans are very direct (Salacuse, 2004). This can be very frustrating for the negotiator who is direct because they can never be sure exactly how
the other party feels or what they think. How sensitive each culture is to time is another element in this process (Salacuse, 2004). This authors examples illustrate the differences between
high and low sensitivity to time: Germans are punctual, Latins are late; the Japanese negotiate very slowly and the American wants to negotiate quickly and firm up the agreement (Salacuse,
...