Essays on Cross-Cultural Negotiation and Management Case Study

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The paper “ Cross-Cultural Negotiation and Management”   is a   well-turned example of the case study on management. Negotiation is defined as a process that involves two parties. The two parties usually engage in a dialogue aimed at reaching a compromise, resolve a misunderstanding between the two parties, or for one party to acquire an advantage over the other team (Thompson, 2005). The two parties may also be negotiating in order to come up with a course of action. In negotiation, each party wants to gain from the process and to end up getting what they wanted.

Negotiations, therefore, are a compromise between the two parties, where everyone gets a win-win situation. Negotiations are known to occur in businesses, amongst nations, in government, and even in personal matters. Part one: the three negotiations. Our group was involved in six negotiations, but I will reflect on three out of the six. The first negotiation involved buying a car from an Australian seller. The car model was a Holden commodore 2003. This negotiation proved to be very difficult because we were new in Australia and had little knowledge of the people and their culture.

We are a group of international students in Australia. In our negotiation with the seller, we had to first understand the Australian culture; this would be helpful for us as we would avoid conducting our negotiations in a way that was not pleasing to the seller (Kumar, 1996)The car was being sold at a price of $12500. Our group though was looking to buy the car at$ 10000. This negotiation was a distributive negotiation, which means one party was giving and the end result is a win-loss situation.

Our main challenge in this negotiation is that we had to negotiate the price down to $ 10000 from $12500. To do this we researched what the other sellers were offering. In negotiations, especially the distributive type, the only information one should give to the seller is that that shows that you as the buyer has other alternatives at hand (Thompson, 2005). We, therefore, tried our best to show that, that car was not our only option; we had other places to look.

References

Hofstede, G., & Hofstede, G. J. (2005). Cultures and Organizations. Intercultural Cooperation

and Its Importance for Survival. Software of the Mind. 2nd Ed. London: Profile Books.

The negotiations expert. (2011). Negotiation Types. Negotiation training home. Retrieved from:

http://www.negotiations.com/articles/negotiation-types/

Thompson, L. L. (2005). The Mind and Heart of the Negotiator. 3rd Ed. New Jersey: Pearson

Education –Prentice Hall.

Trompenaar, F. and Hampden-Turner, C. (2005) Riding the Waves of Culture. 2nd Edition, London: Nicholas Brealey Publishing.

Minetti, M., Puri, A., & University College Dublin. (2008). How cultural specific characteristics affect the problem solving approach in intra and cross cultural negotiations: A buyers perspective. Dublin: University College Dublin, Graduate School of Business.

Kumar, R. (1996). The dynamics of cross cultural negotiations: A social cognitive viewpoint. Vaasa: Univ. of Vaasa.

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