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a) Cross-cultural business negotiation can be complex at times. Describe some of the characteristic shown by the following negotiators. Give four for each negotiator.
(i) American negotiator
(ii) Indian negotiator
Negotiations usually happen in the nowadays business with the target to build up partnership, strategic partnership, supply relationship and also other relationships, and with the increasing trend of globalization, companies increasingly pay attention to the impacts of cultural differences over the characteristics of the negotiators from different nations with different cultures.
2. American negotiator
(a) The first characteristic of the American negotiator is the concentration in the business deals. In many Asian countries, negotiators will very much likely to build up good personal relationships become talking about any deals, but in the US, negotiators will directly go to the business deals; (b) the second is short term interest orientation, a low score in the long term orientation in the US national culture explains that “there are no permanent friends nor permanent enemies, and in the negotiation, the US negotiators will try to maximize the current interest; (c) another character of the US negotiators is the separation between personal life and work life. Because the US national culture has a very high score in the dimension of Individualism, and therefore they will clearly separate their personal life and the work life, even for the negotiators (d) one more feature of the US negotiator is the short term orientation which means that long term partnership could be scarified if necessary.
3. Indian negotiator
(a) A very score in the power distance index in the Indian culture suggests that the Indian negotiator would be able to accept inequality rather than insisting on equal treatment in the negotiation, this makes them more flexible in dealing with various situations. (b) the comparatively low individualism hints that the Indian negotiators will put the group benefits ahead the personal interests; (c) the third feature of the Indian negotiators is that they are not ambitious compared to the Japanese negotiators because of the medium degree in the dimension of Masculinity; (d), one last feature of the Indian negotiators is that they are quite long term oriented because of the high score in the long term orientation dimension in the national culture dimension model.
4. Italian negotiator
(a) First of all, the Italian negotiators respect for power and can accept the power inequality as well because of the middle score in the dimension of power distance (b) the second feature of the negotiators is that they usually very energetic and want to achieve their personal fulfillment in the negotiation tables because of the high individualism dimension scale; (c) another feature is that they are not long term oriented; (d) and one last feature of the negotiator is that they follow rules and principles and avoid uncertainties.
We conclude that cultural differences do have effects over the forming of characteristics of the negotiators from different nations with different cultures.
Cyborlink.com 2008. Geert Hofstede Analysis for Argentina. Accesed on 27 Mar 2012 [online] http://www.cyborlink.com/besite/argentina.htm
Geert-hofstede.com 2012. National cultural dimensions. Accesed on 27 Mar 2012 [online] http://geert-hofstede.com/national-culture.html