Negotiating in the Global Marketplace
Successful business negotiation is tough enough when the person sitting across the table is another American. But when you are trying to hammer out a deal with someone from another culture-from Japan or Latin America, from Australia or the middle East; the process becomes infinitely more complex. In Chapter four of “International Business Law and its Environment” Richard Schaffer discusses several methods of resolution, including mediation and arbitration. In this critical analysis, I shall discuss different negotiating styles that can help avoid some of the difficulty and uncertainty when dealing with individuals from different countries. Recent research into the processes of negotiation has revealed key aspects of negotiation in which cultures tend to differ. Among others, Geert Hofstede has done much research into culture’s effects on business attitudes, for example (which has important implications for negotiations), while Stephen Weiss has done significant studies on culture’s effects on the negotiation process proper. Mr. Hofstede discusses four areas of critical importance when negotiating with people from different cultures: Power distance, individualism verses Collectivism, Uncertainty avoidance, and masculine verses
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Some common words found in the essay are:
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Approximate Word count = 1828
Approximate Pages = 7 (250 words per page double spaced)
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