Negotiation and Cross-Cultural Management

Negotiation and Cross-Cultural Management
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Negotiation and Cross-Cultural Management
This essay will reflect on the negotiation process I participated in, what happened, and the lessons I learned. The negotiation process was fascinating to me because it was at that time that it dawned on me that negotiation skills are not just for business people alone. Still, they are also helpful in real-life situations. The first step in becoming a skilled negotiator and getting your desired results requires understanding the five basic steps of the negotiation process (Bagga et al., 2020). Negotiation refers to how people resolve an issue or reach an agreement. Before embarking on my role as the Vice President of Sakari, we familiarized ourselves with the stages of the negotiation process.
The preparation stage is a crucial phase in the negotiation process. We prepared for negotiations by researching the other negotiating party, identifying any possible trade-offs, and determining our most desired and least desired possible results. We made a list of what concessions we were willing to put while negotiating. The next crucial stage is the exchanging of information. We exchanged our initial positions, underlying interests, and concerns without interrupting the other party. Additionally, both parties stated what they aimed to achieve and why they felt that way. Next, we entered the clarification stage, where both parties continued discussing and exchanging information by bolstering and justifying their claims.
The bargaining and the problem-solving stage was the step that fascinated me because it involved giving and taking the situation and measuring my ability to check my emotions despite the tense atmosphere. After the initial offers, the other party proposed a different counter-offer for the problem. Finally, we reached an acceptable solution in the conclusion and implementation stage and thanked each other for the discussion. We had in mind that regardless of the results or outcome of a negotiation process, successful negotiations entail creating and maintaining long-term relationships.
In the preparation of cross-cultural communication in business entities, most people think that the culture of the other negotiating party might affect what they say or do at the bargaining tables (Bagga et al., 2020). According to Mead & Jones (2017), communication can significantly impact the results in a cross-cultural negotiation than in a similar culture negotiation. In their study concerning cross-cultural communication in business negotiation, the researchers examined the quality of communication that American and Chinese individuals experience in a negotiation simulation (Bagga, 2020). Overall, the findings revealed that the negotiation was marred with low-quality communications, thus ending with worse outcomes than those from the same culture. However, I learne...