Prescriptive Advice from Popular Business Books on Negotiating Internationally
Individual Assignment 8 – Learning outcome 2 and 3 (5%): Popular business books have prescriptive advice on what you ‘should’ or ‘should not’ do when negotiating internationally. For example, prescriptive advice might say that managers from North America should engage in an friendly dialogue before ‘getting down to business’ with individuals from a high-context culture, such as those from Latin America. Conversely, these books might prescribe that Western negotiators maintain the other party’s face (reputation, feelings of prestige, and respect) when negotiating with people from Asian cultures, such as China. Reflect on whether you think such advise might be useful or limiting depending on the context.
*Remember to critically evaluate and build on the readings this week and/ or previous weeks in your reflection.*
Reflection Paper: Prescriptive Advice
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Reflection Paper: Prescriptive Advice
In my view, following only one pattern in business negotiations can be limiting. Therefore, business managers should consider adopting a mixed level approach in their operations. For example, using the predictive advice as suggested by popular business books might be disadvantageous for managers from North America. Arguably, the proposal to engage in a friendly dialogue before ‘getting down to any business dealings with individuals from high-context cultures might make the business fail to meet its target revenue earnings due to the time spent with each client. Besides, I resonate that the proposal will limit managers to using their skills since they will only focus on holding friendly dialogues, making it easy for other competitors to thrive.
Conversely, I concur that maintaining and protecting the other party’s reputation, feelings of prestige, and respect can help Western negotiators to grow their busi...
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