Cross-Cultural Negotiation & Dec. Making

Assignment Unit 5 Student’s Name Institution Course Number and Name Instructor’s Name Date Assignment Unit 5 Discussion Questions 5.1 After the first stage of careful preparation for negotiations, the second stage is relationship-building, which is valuable in cultivating mutual trust before further discussions (Deresky & Miller, 2021). In this case, such relationship-building is important in countries such as Saudi Arabia, Mexico, and China, where commitment to individuals instead of the legal system is important in enforcing contracts (Deresky & Miller, 2021). While the exchange of task-related information (stage three) is straightforward in the US, the Mexicans tend to be less direct, the French tend to debate, and the Chinese and Russians seek to understand the specific details of their counterparts' offers. Stage four involves persuasion and in this case, collectivistic cultures such as the Japanese are associated with indirect style while individualistic cultures such as the US tend to be more direct. When it comes to concessions (stage five), one might anticipate a Swede negotiator to start negotiations with what they are willing to accept while Russians start with extreme positions. 5.2 Non-verbal behaviors such as interruptions, silent periods, and facial gazing influence negotiations significantly. According to Deresky and Miller (2021), such tactics can be difficult to deal with as they are ...