How to overcome cultural barriers in negotiation? Take examples in the international business sector to support your answer
REFERENCES
1. Overcoming Cultural Barriers in Negotiations.pdf
Group 06_Mid-term_Final Slides.pdf
strategies-to-overcome-the-cultural-barriers-in-the-international-negotiations_Content File-PDF.pdf
Answer
ABSTRACT
Today, because of the development of the international business environment, businessmen from different countries and cultural areas meet and negotiate, trying to make business. In order to achieve a successful negotiation, cultural differences are an important factor that is to be considered. Knowing more about the cultural specificity of your negotiation partner may help you achieve success. However, cultural barriers that often occur in cross-cultural business negotiations have become a stumbling block for negotiators from different countries. So how to overcome cultural barriers seem to be more and more urgent and important. In terms of the current situation, this paper firstly gives a brief introduction to business negotiation and culture. Then it relates to reasons why cultural barriers can happen from the perspective of social custom, values and ways of thinking, and non-verbal communication. Finally, this paper puts forward several case studies and measures to overcome cultural barriers in the cross-cultural business negotiations
Chủ yếu nội dung sẽ bao gồm:
Thế nào được gọi là international business negotitation/ roles of culture
Những lý do xảy ra các cultural barrier in negotiation? Có thể lồng ví dụ
INTRODUCTION
1.1. What is IB negotiation?
Negotiation is a basic human activity, as people have to deal with various relationships every day, such as the relationship between husband and wife, children and parents, employers and employees, and buyers and sellers. Negotiation occurs in social situations. People attempt to attain a certain deliberate behavior process through mutual consultation in order to fulfill their own needs and coordinate their relationships. Negotiations involve two distinct processes: creating value and asking for value. Creating value takes the form of cooperation when both parties seek to realize all the benefits available. Asking for value is essentially a process of competition. The key to creating value is to seek reciprocal or complementary interests, and then meditate and expand this interest to create a win-win situation. The two sides of the negotiating table are interdependent, and their goal is supposed to be linked. The seller can't live alone from the buyer. The purpose of the negotiations is to jointly develop an agreement that is acceptable to both parties.
An international business negotiation is an act of negotiating the various elements of a transaction in international business activity in which participants in different nations and regions negotiate information about each other in order to accomplish a stipulated transaction. The purpose of negotiations is to win commercial interests. Therefore, international business negotiations have the traits of ordinary business negotiations and the particular elements of international economic behavior. It is politically strong, tough and must refer to international law and so on. The participants in the negotiation actions are persons. Then there would be subjective thinking in the negotiation process. This subjective thinking derives from people's own cultural background and cultivation. Negotiation is largely between people and discussing stuff. Culturally based language and text communication. Therefore, in-depth and detailed research of the cultural aspects in business negotiations can assist us to grasp the opportunities in international business negotiations and win negotiations. Global business discussions are an important link between economic activities between countries. Therefore, how to appropriately handle the contradictions and disputes in the negotiations and establish the objective of the transaction is akin to shouldering the burden of the negotiators.
1.2. Cultural Differences
1.2.1. Definition of culture