National and Cultural Negotiation Style -

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National and Cultural Negotiation Style

National and Cultural Negotiation Style

Cultural and national negotiation styles reflect communication behaviors and the priorities of that culture. Priorities such as trust, teamwork, non-confrontational situations, and openness are all along a sliding scale with each culture. The communication behaviors of each culture reflect these priorities and can dictate how a culture will engage in negotiations. Often, Japanese and other Asian negotiators will plan a social event and dinner before any real negotiations occur. Likewise, Americans place an emphasis on taking clients out to dinner and a round of golf. Engaging in this type of activity builds trust and opens the line of communication between the two parties. Using persuasive techniques to "connect" with another person can lead to trust and the sense of a relationship being built. The negotiation styles of these two cultures mesh well, thus allowing them to understand the priorities of each other's culture.

Once a relationship has been built on trust, the negotiators can begin sharing information. This level of openness is highly dependant on the level of openness for that country. This stage in negotiations require each party to fulfill their end of reciprocation ? which can sometimes make one party feel like they are being confronted - but if done correctly can develop "quick trust" (Brett, 207). Quick Trust develops when two groups share information and allow the other party to see their weak side. Obviously developing trust is important, however some cultures simply may not be comfortable with divulging information quickly.

Getting Down to business: Using Culture to Persuade Arguably one of the most important factors in negotiation is an understating of the culture in which you are engaging in negotiations. Cultures vary in their openness and in the time that business in conducted. Terms of agreements should be taken into consideration; for example, Italy has a 90-day billing cycle versus the "normal" USA 30-billing cycle. These cultural norms are very important for understanding how to succeed in negotiating on a global scale. Building relationships is the key for building trust among partners or potential clients. Trust can become an all encompassing factor when it comes time to make a final decision, the understanding of what is expected and following through will allow negotiations to flow smoothly.

Scott Fish President, http://www.TopSatelliteRadio.com President, http://www.lovestarbucks.com

Personal Blog: http://scottfish.blogspot.com

In The News:

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table border=0 width= valign=top cellpadding=2 cellspacing=7trtd valign=top class=jfont style=font-size:85%;font-family:arial,sans-serifbrdiv style=padding-top:0.8em;img alt= height=1 width=1/divdiv class=lha href=http://www.citywebshopper.net/articles/includes/redirect.php?url=http://www.washingtoninstitute.org/templateC05.php%3FCID%3D2937cid=1254381410ei=tETwSM3HHoyQ6wPdhaXCBwusg=AFQjCNHYt6t5Sm6C4hx__PEKU3oUuwEBdA2008 Scholar-Statesman Award Dinner/abrfont size=-1font color=#6f6f6fWashington Institute for Near East Policy,nbsp;DCnbsp;-/font nobr8 hours ago/nobr/fontbrfont size=-1I don#39;t think one can hide behind bnegotiation/b. I think bnegotiation/b has to be part of the process. Satloff: As somebody who lived through the threats of b.../b/font/div/font/td/tr/table

table border=0 width= valign=top cellpadding=2 cellspacing=7trtd valign=top class=jfont style=font-size:85%;font-family:arial,sans-serifbrdiv style=padding-top:0.8em;img alt= height=1 width=1/divdiv class=lha href=http://www.citywebshopper.net/articles/includes/redirect.php?url=http://www.huffingtonpost.com/kathleen-reardon/nearly-as-far-fetched-as_b_132321.htmlcid=1256327592ei=tETwSM3HHoyQ6wPdhaXCBwusg=AFQjCNG9A52z5I7j_2Nl8OG2_B27T3eMHwNearly As Far-Fetched As The Maverick Lie -- bNegotiation/b Preconditions/abrfont size=-1font color=#6f6f6fHuffington Post,nbsp;NYnbsp;-/font nobrOct 6, 2008/nobr/fontbrfont size=-1First, it#39;s either naive or a fabrication when McCain suggests Obama will suddenly pop up at a bnegotiation/b with the leadership of Iran. b.../b/font/div/font/td/tr/table

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table border=0 width= valign=top cellpadding=2 cellspacing=7trtd valign=top class=jfont style=font-size:85%;font-family:arial,sans-serifbrdiv style=padding-top:0.8em;img alt= height=1 width=1/divdiv class=lha href=http://www.citywebshopper.net/articles/includes/redirect.php?url=http://reporter.mcgill.ca/2008/10/gold-report-calls-for-more-negotiation-less-confrontation/cid=0ei=tETwSM3HHoyQ6wPdhaXCBwusg=AFQjCNGWXhyNmQD7rHe-R51p4aNtnB3EPQGold report calls for more bnegotiation/b, less confrontation/abrfont size=-1font color=#6f6f6fMcGill Reporter,nbsp;Canadanbsp;-/font nobrOct 9, 2008/nobr/fontbrfont size=-1b.../b is a groundbreaking report, Entering a New Era for Managed Intellectual Property: From Confrontation to bNegotiation/b, which calls on policy-makers, b.../b/font/div/font/td/tr/table

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table border=0 width= valign=top cellpadding=2 cellspacing=7trtd valign=top class=jfont style=font-size:85%;font-family:arial,sans-serifbrdiv style=padding-top:0.8em;img alt= height=1 width=1/divdiv class=lha href=http://www.citywebshopper.net/articles/includes/redirect.php?url=http://www.theage.com.au/national/the-more-things-change--20081010-4ydm.htmlcid=1256091661ei=tETwSM3HHoyQ6wPdhaXCBwusg=AFQjCNFdDbFPu77rWwngWMT1-BPGoagqgAThe more things change .../abrfont size=-1font color=#6f6f6fThe Age,nbsp;Australianbsp;-/font nobr17 hours ago/nobr/fontbrfont size=-1The euphoria of election night and the honeymoon that followed has been replaced by the dull grind of compromise and bnegotiation/b. b.../b/font/div/font/td/tr/table

table border=0 width= valign=top cellpadding=2 cellspacing=7trtd valign=top class=jfont style=font-size:85%;font-family:arial,sans-serifbrdiv style=padding-top:0.8em;img alt= height=1 width=1/divdiv class=lha href=http://www.citywebshopper.net/articles/includes/redirect.php?url=http://www.mcalesternews.com/local/local_story_283104812.htmlcid=0ei=tETwSM3HHoyQ6wPdhaXCBwusg=AFQjCNGDmfX4FElRUc989XWnQ0Pasz9nvACouncil to take up bnegotiation/b changes during special meeting/abrfont size=-1font color=#6f6f6fMcalester News Capital,nbsp;OKnbsp;-/font nobrOct 9, 2008/nobr/fontbrfont size=-1By James Beaty A special city council meeting has been set on Friday to consider an ordinance which would allow the city manager to negotiate contracts up b.../b/font/div/font/td/tr/table

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