Essays on The Impact of Cultural Differences on the Negotiation Process Essay

Download full paperFile format: .doc, available for editing

The paper "The Impact of Cultural Differences on the Negotiation Process" is an outstanding example of a business essay. The negotiation  process is usually influenced by the culture of the people involved. Culture is the socially transmitted norms, behaviour patterns, values and beliefs of a given society. It highly influences how people think, behave and communicates (Ndapwilapo, 2010). It is thus a big determinant of the negotiation process. In this essay, I am going to analyze how the culture of both the United States of America and China has influenced their negotiation processes.

The US and China have different approaches and styles of negotiation especially when it comes to business deals. This is attributable to their cultural differences. The Chinese culture is highly influenced by their traditional philosophies including Confucianism, Taoism and Buddhism. These philosophies place more importance on patience, relationships, harmonious and survival instinct. On the other side, the United States of America culture promotes individualism, networking and information in dealing with other people. China's culture has also promoted an agrarian mode of lifestyle where many people reside in rural areas whereas the American one is more of an urbanization culture. UNITED STATES OF AMERICA AND CHINA CULTURES AND THEIR INFLUENCE TO NEGOTIATION PROCESS Education system There is a big difference in the USA and China education systems thus greatly influencing the way people interact during negotiations (Culpepper and Stephen, 2012).

The Chinese education system was formulated in such a way that it encourages direct instructions and students not asking many questions. This has made Chinese people accept things without the need of asking many questions. During negotiations, the Chinese are thus not analytical and critical of the views and opinions of the other negotiators.

The belief and built trust in the opposite group of negotiators. The Americans on the other hand encourage the use of a constructivist education approach where the critical questioning of things is highly encouraged.

References

Culpepper, R Akgunes, F. & Stephen, F. (2012). Negotiations Between Chinese and Americans: Examining the Cultural Context and Salient Factors. The Journal of International Management Studies, 7(1): 191-200.

Fang, T. (2006). Negotiation: The Chinese style. Journal of Business & Industrial Marketing, 21(1): 50-60.

Ghauri, P., & Fang, T. (2001). Negotiating with the Chinese: A Socio-Cultural Analysis. Journal of World Business, 36(3): 303-325.

Graham, J. L., & Lam, N. M. (2003). The Chinese Negotiation. Harvard Business Review, 81(10): 82-91.

Li, S., Chen, W., & Yu, Y. (2006). The Reason for Asian Overconfidence. The Journal of Psychology, 140(6): 615-618. .

Ndapwilapo, S. (2010). The impact of culture in international business negotiations: Special reference to China and United States of America. London: University of Dundee.

Palich, L. E., Carini, G. R., & Livingstone, L. P. (2002). Comparing American and Chinese Negotiating Styles: The Influence of Logic Paradigms. Thunderbird International Business Review, 44(6): 777-798.

Pye, L. W. (2002). Chinese negotiating style: Commercial approaches and cultural principles. New York: Quorum Books.

Ralston, D. A., Holt, D. H., Terpstra, R. H., & Kai-Cheng, Y. (2007). The Impact of national culture and economic ideology on managerial work values: a study of the United States, Russia, Japan, and China. Journal of International Business Studies, 28(1): 177-207.

Salacuse, J.W. (2004). Negotiating: The Top Ten Ways That Culture Can Affect Your Negotiation, Ivey Business Journal Online.

Zhang, C. (2008). Business Negotiation Between Westerners and Chinese State-Owned Enterprises. International Lawyer, Winter 2008, 42(4): 1303-1316

Zhao, J. J. (2000). The Chinese Approach to International Business Negotiation. The Journal of Business Communication, 37: 209-214.

Download full paperFile format: .doc, available for editing
Contact Us