International Business Negotiation - 4734 Words

NEGOTIATIONS IN INTERNATIONAL TRADING - Cultural aspects - Summary 1. Introduction in the negotiation process 2. Factors that influence the international negotiations 3. Cultural aspects of International Business Negotiations 3.1. Hofstede’s cultural dimensions 3.2. The influence of culture on negotiations 4. Negotiation patterns in cross- cultural negotiations 5. Analysis of cultural differences in international negotiations – A study case upon the American and Chinese culture 5.1. Negotiating with China 5.2. The study case 6. Conclusions 1. Introduction in the negotiation process Negotiation is a basic human activity. It is a process we undertake in everyday activities to manage our relationships,†¦show more content†¦The negotiators facing unstable circumstances should include in their contracts clauses that allow neutral arbitration, and consider purchasing insurance policies to guarantee contract provisions. Ideology: Negotiators from United States believe strongly in individual rights and the superiority of private investment. Negotiators from China and France believe that group rights are more important that individual ones and public investment are seen as a better allocation of resources than private investment. Ideological differences increase the communication challenges in international negotiations because the parties may disagree at the most fundamental levels about what is being negotiated. Culture: People from different countries appear to negotiate differently and may also interpret the fundamental processes of negotiations differently. People in some cultures approach negotiations deductively (they move from general to the specific) whereas people from other cultures are more inductive (they settle on a series of specific issues that become the area of general agreement). Besides environmental context, the immediate context should also be analyzed. Relative Bargaining Power: One aspect on international negotiations that has received considerable attention in the relative bargaining power of the two parties involved. Joint ventures have been the subject of a great deal of research on international negotiation, and relativeShow MoreRelatedCulture And International Business Negotiations1188 Words   |  5 PagesCulture and International Business Negotiations Global trades account for more than 60% of the world’s Gross Domestic Product (The Economist, 2014, para. 2), therefore, the important role of International Business Negotiations (IBN) in the global economy. Manrai and Manrai article The Influence of Culture in International Business Negotiations (2010) discusses the art and sciences aspects of successful IBN from a cultural perspective. Culture has been classified in innumerable ways and the comprehensionRead MoreInfluence Of Cultural Differences On International Business Negotiations Essay1077 Words   |  5 Pagesdifferences on international business negotiations In the negotiation practice, many negotiators often do not understand or pay attention to the important influence of the cultural importance of the negotiations. During the international business negotiating the process, some negotiators may have been aware that the different or hard to understand the concrete manifestation. However, some foreign negotiators, in order to maintain a harmonious relationship between the negotiations, they will payRead MoreThe International Business Negotiations Influenced By Chinese And American Cultures And Differences743 Words   |  3 Pages Discussion on the international business negotiations influenced by Chinese and American cultures and differences Jialin Zhao CMN6060 Professor Stephen Novick October 26, 2016 Abstract Cultural negotiations are business negotiations with different cultural conditions. Under the background of economic globalization and international economic integration, the business ties between countries are becoming more and more closely. In order to avoid cultural conflicts, it is important to understandRead MoreJapan American Case International Business Negotiations Joint Venture7510 Words   |  31 Pages[pic] TABLE OF CONTENTS 1. Introduction. 2 2. Negotiations with Japanese and Americans. 2 2.1 The impact of culture on negotiations 2 2.1.1 The Japanese Culture†¦Ã¢â‚¬ ¦Ã¢â‚¬ ¦Ã¢â‚¬ ¦Ã¢â‚¬ ¦Ã¢â‚¬ ¦Ã¢â‚¬ ¦Ã¢â‚¬ ¦Ã¢â‚¬ ¦Ã¢â‚¬ ¦Ã¢â‚¬ ¦Ã¢â‚¬ ¦Ã¢â‚¬ ¦Ã¢â‚¬ ¦Ã¢â‚¬ ¦Ã¢â‚¬ ¦.....†¦Ã¢â‚¬ ¦Ã¢â‚¬ ¦Ã¢â‚¬ ¦Ã¢â‚¬ ¦Ã¢â‚¬ ¦..2 2.1.2 The American Culture†¦Ã¢â‚¬ ¦Ã¢â‚¬ ¦Ã¢â‚¬ ¦Ã¢â‚¬ ¦Ã¢â‚¬ ¦Ã¢â‚¬ ¦Ã¢â‚¬ ¦Ã¢â‚¬ ¦Ã¢â‚¬ ¦Ã¢â‚¬ ¦Ã¢â‚¬ ¦Ã¢â‚¬ ¦Ã¢â‚¬ ¦Ã¢â‚¬ ¦Ã¢â‚¬ ¦Ã¢â‚¬ ¦Ã¢â‚¬ ¦Ã¢â‚¬ ¦Ã¢â‚¬ ¦Ã¢â‚¬ ¦Ã¢â‚¬ ¦Ã¢â‚¬ ¦Ã¢â‚¬ ¦3 2.2 Differences in negotiation styles between Japan and the US†¦Ã¢â‚¬ ¦Ã¢â‚¬ ¦Ã¢â‚¬ ¦Ã¢â‚¬ ¦Ã¢â‚¬ ¦Ã¢â‚¬ ¦Ã¢â‚¬ ¦Ã¢â‚¬ ¦Ã¢â‚¬ ¦5 2.3 The profile of a Japanese and an American negotiatior 6 3. The case of Motorola and Toshiba 9 3.1 Introduction to Joint Ventures 9 3.2 GeneralRead MoreInternational Business Transactions and Negotiations that Cross National and Cultural Borders2010 Words   |  9 Pagesapprehensions in international business are related to transactions and negotiations crossing national as well as cultural borders. In order to make this mechanisms take place on an international base level, businesses awareness of external uncertainties needs to be tackled and turned into a beneficial dimension. Reducing risks and getting access to new markets are major goals of international co-operations such as mergers, strategic alliances, contractual forms of co-operation and international joint ventureRead MoreInternational Business Communications : Unit 4- Negotiations And Cross Cultural Approaches1136 Words   |  5 Pages International Business Communications (MGM316 -1603A -05) Instructor: Jason Sheedy Unit 4- Negotiations and Cross-Cultural Approaches Amanda Kranning July 22, 2016 From a relative perspective, effective communication proves imperative in aiding efficient business transactions. The different cultures and nations involved in the launch of the fast-food franchise should aim at understanding one another’s culture despite their differences between culture, language, and way of lifeRead MoreInternational Business Ventures2671 Words   |  11 PagesInternational Business Ventures Measuring a potential business venture has many aspects which the international manager must be aware of in order to convey the correct information back to the decision makers. Being ignorant to any of the aspects can lead to a false representation of the project, and hence an uninformed decision being passed. In order for a business to survive it must grow. For growth to be optimal, management must first be able to identify the most attractive prospective leadsRead More Entering International Markets Essays2595 Words   |  11 Pages Entering International Markets Measuring a potential business venture has many aspects which the international manager must be aware of in order to convey the correct information back to the decision makers. Being ignorant to any of the aspects can lead to a false representation of the project, and hence an uninformed decision being passed. In order for a business to survive it must grow. For growth to be optimal, management must first be able to identify the most attractive prospective leadsRead MoreThe Environment And The Culture Of A Country2269 Words   |  10 PagesThe environment and the culture of another country can greatly affect a business that is operating internationally in many ways. Since every country has its own culture and values that differ from country to country, it will affect any business that is attempting to expand internationally, as there won’t only be one culture that ought to be considered before expanding internationally, but quite a few, and also what might be considered as ac ceptable in one country, it may not be in another. EveryRead MoreSucceed The Negotiation Process And How The Participants Can Curb The Challenges Leading For Successful Transactions1491 Words   |  6 PagesSucceeding in International Business Negotiations. Denise C Matowa Corpus Christi College BUSN 204 1.1 Introduction International business can be defined as the exchange of goods and services across borders through the use of negotiators. It can be thought of as the deliberate investment into another country with the gain of a commodity in the transaction. Through the fast paced train known as globalization, many companies have found international business transactions to be quite fruitful