Essay

Essay
How to Negotiate Anything with Anyone Anywhere Around the World

Several authors have tried to talk about negotiation and how to have a great one, but only one managed an assertiveperspective on the subject, this essay pretend to analyze the influence that has had this phenomenon in international business. A great definition of negotiation is a dynamic process which the involved partiesor group resolve matters of dispute by holding discussions and coming to an agreement.

In a global business negotiation there are four cultural factors that most affect negotiations amongcultures, and for that reason are important to know for correct them and make them an advantage. The first one is use of time because the Americans, Swiss, Germans and Australians are exact in their approachof time, they seem obsessed with time, and the people from Latin America aren’t punctual. The second one is individualism vs. collectivism because the individualism is faster for make decisions theywant an individual winner to emerge, and the collectivism is slower it takes time to ensure that there is a buy-in from all members of the team. The third one is role orderliness and conformity due tosome cultures like pacific rim are characterized by a high need for role orderliness and conformity and other cultures like united states have a low need in this regard and are much more at ease withambiguity, and the last one is patterns of communication, in the communication process the responsibility of the sender is to send a clear message and the responsibility of the receiver is to listenbut this becomes more complicated when the sender encodes a message sent and the receiver decodes the message received. In the pacific rim are considered high-context cultures were the meaning of themessage is embedded in the context of the communication, they tend to put more responsibility on the receiver than on the sender, and the countries like united states, Canada are considered to be...