Free Cross-Cultural Negotiation Essay Example

Communication

Japanese culture and American culture
Japanese exhibit non-verbal behavior and they tend to communicate indirectly by beating-around-the-bush. In the case of Americans, they practice direct method in negotiations or they are direct to the point when it comes to saying what they feel. In Japanese negotiations, a party to the negotiation is not allowed to convey his or her ideas to a listener in a direct manner (Adair, Brett & Lempereur, 2004). In Japan, they avoid directness because it usually leads to confrontation. Hence, when a party to negotiation is directly communicating his or ideas, both verbally and non-verbally, it places the Japanese listener in an uncomfortable situation. It is rude to express ideas and opinions in such a manner. In Japanese culture, being brutally frank is being inconsiderate of what other people will feel. Communication is an important part of negotiation.
Understanding the culture preferences of the person you are dealing with is ethical in the sense that one is able to define, and adhere to the democratic, racial, and market norms of such person. Differences in cultures can cause the lack of attraction between negotiating parties that may produce a negative effect. Cultural distance lessens the sense of control of negotiating parties since they can be placed in difficult and ambiguous situations during the negotiation process. In order to resolve the difference, it is important to know the cultures preferences of the persons you are dealing with can bring a significant impact on the negotiation since it will avoid misunderstandings. Understanding the culture of your business partners will also make them feel comfortable and at the same time, enhances the business negotiations (Salacuse, 2004).

References:

Adair, W., Brett, J., Lempereur, A., Okumura, T., Shikhirev, P., Tinsley, C., & Lytle, A. (2004). Culture and negotiation strategy. Negotiation Journal, 20(1), 87–111.Carrell, M. R., Shank, M., & Barbero, J. L. (2009). Fairness norms in negotiation: A study of American and European perspectives. Dispute Resolution Journal, 64(1), 54–60.Salacuse, J. W. (2004). Negotiating: The top ten ways that culture can affect your negotiation. Ivey Business Journal Online, G1.