The paper "Cross-Cultural Negotiation and Management" is a perfect example of a business assignment. Negotiation is the process by which two or more parties interact in order to arrive at some kind of agreement that is anticipated to last and which based on a background of common interests (Spoelstra & Pienaar 1999, 55). Negotiation may also involve resolving conflict among various parties regardless of the parties’ or groups’ widely dividing differences (Spoelstra & Pienaar 1999, 55). The success of any negotiation is achieved when the parties involved in the process reach a common ground and create alternative solutions to the existing problems.
Along this line, common ground is not necessarily just what people attain in common, but what they could become together (Spoelstra & Pienaar 1999, 57). Negotiation is also the process of exchanging information through communication. In view of this, the information is created as a series of strategies and methods. The strategies and methods arise from the negotiation relationship between the parties involved and either prolong the existence of a relationship or terminate it (Reardon, 2004, 223). In the negotiation simulations conducted from week seven to week eleven, the focus was made to three areas.
One area of focus was the Him and Her Australia (HHA). HHA is one of the largest retail stores for upmarket fashion clothes in Australia. The chain store is featured by a network of 80 stores. The success of the chain store can be attributed to its range of designs coupled with its crop of young designers from Sydney who have introduced characteristic Italian designs due to collaboration between the company and an Italian design house.
HHA has also collaborated with Beijing Fashion Manufacturing (BFM), a move that has greatly lowered the price of its products through reduced costs while tremendously increasing profits. A simulated e-mail negotiation was done between HHA and BFM. The negotiation was aimed at reaching common ground with reference to a deal for the production of clothes in the summer season for the year 2009 to 2010. In order to simulate the negotiations, the students were separated into eight groups, with groups one to four representing HHA whereas the other groups represented BFM.
Gelfand, M J & Brett J M 2004, The handbook of negotiation and culture Stanford University Press, Palo Alto.
Horst, P R 2007, Cross-cultural negotiations, available from http://www.au.af.mil/au/awc/awcgate/awc/horst_crosscultural_negot.pdf (28 July 2009)
Malhotra, D & Bazerman, M 2008, Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond, Bantam Books, London.
Reardon, K K 2004, The skilled negotiator: mastering the language of engagement, John Wiley and Sons, New York.
Smith, M L 2005 Negotiation Success Requires Planning, Available from http://www.pmforum.org/library/papers/2005/Negotiating_success_requires_planning.pdf
Spoelstra, H I J & Pienaar W D 1999, Negotiation: Theories Strategies and Skills, Juta and Company Limited, New York.