Exploring Negotiations. Nonverbal Communication. Management Essay

EXPLORING NEGOTIATIONS
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ABSTRACT
As we continue to witness rampant globalization and internationalization of businesses, cross cultural negotiation will inevitably become an inherent part of resolving business conflicts. Culture is diverse and complex and has significant effects on global negotiation process. Negotiators ought to be prepared to fully appreciate and respond to cultural differences to facilitate better understanding. This project discusses how various regions of the world approach conflicts, negotiation styles; factors for effective negotiations and gender factor.
INTRODUCTION
Cross-cultural negotiation is part of the wider field of cross-cultural communication. These are negotiations between nations or people from different cultural backgrounds. All nations, business people and the international community at large cannot always think alike due to underlying cultural differences and limitations which cause conflicts and disagreements. This necessitates cross cultural negotiations which enhance better understanding among a diverse range of parties. Communication is critically important for mutual agreements and favorable deals. Conventional strategies may not work in cross cultural negotiation because some techniques may be less familiar to conflicting partners resulting in resistance. Cultural negotiations require careful preparations, negotiating on important issues separately and willingness to embrace new culture (Fisher, G. 1980).
Negotiators vary their styles and often rely on emotionality. American negotiators usually base their arguments on logic and objective facts but they do not value emotionality hence their dealings seem straightforward and not personal. The Japanese, on the other hand, rely on emotional sensitivity and passionately express themselves. Arab negotiators also persuade others through emotions and feelings. On the contrary, Russian negotiators rely on ideas and drawing attention of other parties. Many cultural differences have identified and harmonized styles they have established (Fisher, G. 1980). Different approaches in national cultures have been identified and change is deemed constant. Global business tends to rely on European cross-cultural negotiations which are focused on problem-solving and encourage linear communication.
Nonverbal Communication
Studies have revealed that nonverbal communication plays an important role in cross cultural negotiations. Every culture interprets them based on their values. Silence is normally used by Japanese negotiators while Americans use it moderately but Brazilians do not use it at all. Touching one another normally mean closeness in some cultures but taken as an offense to others. For example, a Mexican believes that a hug would mean and communicate an enduring, trusting and genuine relationship but a German negotiator may view a hug as an inappropriate expression of intimacy. Maintaining eye contact during a negotiation is common in Brazil but not popular in America and Japan. Therefore, negotiators should fully understand what the nonverbal communication they apply means to their counterparts in the negotiating process and always try strike a balance by using what is commonly acceptable to all parties (Adair, W. L., & Semnani-Azad, Z. 2011).
Gender Differences
These are differences in social gender-based roles as prescribed by culture. Most cultures around the world dictate on gender roles while others prefer cooperation. Women are primarily tasked with home chores and children rearing while men are regarded as breadwinners for their families. Association with gender roles greatly varies across cultures. Roles considered to be feminine in one culture may be considered masculine in another and vice versa. Therefore, negotiators have to consider how gender role and differences play out in different cultural contexts of negotiating partners (Adair, W. L., & Semnani-Azad, Z. 2011).
FACTORS FOR EFFECTIVE CROSS-CULTURAL NEGOTIATIONS
Adapting to New Changes
Willingness to embrace other cultures is essential for every negotiator especially when visiting other countries or communities. Through this, they will understand and appreciate fundamental issues thus enhancing proper preparations for the negotiations. This may be overwhelming but it is important for mutual agreements. They should first study the counterparts’ culture to understand rituals, customs, priorities and preferences especially those that directly affect negotiations. For example, in 2015, climate talks held in the French capital of Paris were based on South African principles and framework known as Indibaba. Participants had prior knowledge about the framework though they had neither applied it nor negotiated based on the concept. Adequate preparations and willingness to abide by the new framework allowed them reach an amicable and favorable deal.
Negotiating Important Issues First
Negotiating respectfully with a counterpart is critical for every dispute and this applies to cross-cultural negotiations. Getting down to important issues first helps in reaching an acceptable decision in a timely manner. This could also mean negotiating each item distinctively and in stages. For example, during US-Iran talks in 2015, host issues were more important than political and technical issues even though all of them were critical to peace deal. Negotiators agreed to separate each item and to be handled by experts at different negotiating tables. The three sets of negotiations informed each other throughout. Separating these issues provided space and ample time to focus on most important issues without disturbance or distractions (Fisher, G. 1980).
Listening to Interpreters
Language barrier is a challenge to successful cross-cultural negotiations. Therefore, the ability to understand a counterpart’s language boosts the efforts of negotiators. Language at times can be deceptive and negotiators ought to be extra choosy and careful. Clear and non-ambiguous language is important hence the need to have a trusted interpreter to enhance better communication. Interpreters provide clear information quickly from both sides, facilitating reduction in frustrations that may arise from poor communication. All information will be captured therefore minimizing distortion of ...