Culture Conflicts in Negotiation

ThSHORT-ESSAY(S)

in what ways does culture impact a negotiation? You may base this on any aspect of the course (including differences between your instructor’s culture and your own), or of your professional experience.

Nowadays the world is flat in international trading by many FTAs between countries and areas together with the supporting from the information technology and transportation developing, the global cooperation set up several branches, offices, plants in different countries together with many local suppliers in different culture. So their business deal not only cross countries but also cross culture. It is very important to understand the partners’ culture as it extremely influences how they think, communicate and behave and it also leads to the way they negotiate and make decisions. I have experience to negotiate with different cultures when I work in Nissan Vietnam limited company, a branch of the global automobile company- Nissan Motor where we have many offices, plant in different area in the world as Japan, America, India, Spain, China, Thailand, UK…So we are different cultures working together in same project, we understand the differences in executives can create barriers that delay or completely hinder the progress of the negotiating process. Our company always emphasizes and has the guidelines to staffs the difference culture between countries and area in negotiations, but when I joined the negotiation course in MBA, I studied the extensive knowledge about the elements of negotiation behaviour in the cultural differences that may effect to the negotiation process as:

- Negotiating goal: Contract or relationship

Negotiators from different cultures may have the purpose of a negotiation differently. Normally the North America often rush through this first phase of deal making while Asian often create the relationship first and need to have more time and energy to negotiation preliminaries. We should understand how our counterparts view the purpose of negotiation to find the right way to convince them of our ability to deliver on that negotiation progress.

- Negotiating attitude: Win-Lose or Win-Win

Understanding the type negotiating of our partners is very important as the differences in culture, personality, or both, the negotiators normally have one of two basic attitudes: that is “win-win” with both sides can gain in the negotiation process or “win-lose” with negotiation like a struggle in which, of necessity, one side wins and the others loses. We can see all Japanese are Win-win negotiators and they see deal making as a collaborative, problem-solving process.

- Personal style: Informal or formal, communication direct or indirect

While personal style relates the way people talk to others, uses titles, speaks, dresses, and

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