Teodosio Dorado Herzog
Correspondence concerning this article should be addressed to Teodosio Dorado Herzog,
Cross-border negotiations are analyzed in trade processes and enterprise issues in order to provide an accurate and useful approach of the relationships between different cultures and countries within a globalized world. The major goal istrying to show how we can improve our relationships with other countries and achieve our goals through negotiation.
Keywords: negotiation, trade, globalisation, foreign, success.
The New Challenge of Negotiations
The importance of negotiation in business is growing rapidly in the last years. Nowadays, in the globalisation model of trade we have to consider a lot of new factors thatwere not present in previous situations.
The exponential increasingly growth of transnational trade due to the opening of Asian and Latin American markets is nothing new, in fact two of the most famous ancient trade routes are the Silk Road and the triangular trade, but the competitive model we face today, based on an eager European and American dependency on foreign resources and products,and the road that developing countries are taking to converge with our economic model force us to improve our negotiation abilities in order to have success in our goals.
Because of his animal nature, and the limited amount of resources, the human being has been obliged since the beginning of the times to solve problems using negotiated agreements in order to resolve conflicts among membersof their same group or a different one. This is the principal value and matter of negotiation, achieving one objective avoiding conflict and direct confrontation.
The human being is not good or bad in itself. Is no more Rousseau´s “bon sauvage” or Hobbes “homo homini lupus est”, is both of them at the same time. It depends on the circumstances. The survival instinct is the engine ofnegotiation not only for a man, or a company, or even a country, this instinct of providing what we need now or we may need tomorrow is the sole end in itself in negotiation even if the negotiators themselves are not interested in the issue. The continuance on time with the better possible conditions is what push us to make an agreement. Negotiation is just a mean for the end of survival.
Ofcourse survival is a very changing concept, in space and time, and it has a lot of interpretations depending of the approach of our point of view. It is clear that survival is not the same for a single person than for a family, a tribe or bigger organizations ( e.g. multinational company, a city, a country,…).
The final aim of all of these groups is not of equal dimensions and perspective, forexample the main goal of a multinational company is maximizing the revenues minimizing the cost, this is, generating the maximum profit, meanwhile the objective of a country should be the internal and external stability and safety of its inhabitants.
Today our challenges are related to the increasingly needing of communication between language and cultures from all around the world. Theenvironment is in continuous change and intercultural interaction is manifested everywhere. Massive migration movements have mixed people of different ethnics, countries, speaking different languages, with different beliefs and traditions. There are not clear borders now.
“The internet has also played a major role in getting people connected” (Javidan and House, 2001) in the last decades of thelast century and the first of this one. It is almost tangible the influence of the World Wide Web in the develop of communications abroad “but the increasing connection between countries does not mean that cultural differences are disappearing or diminishing” (Javidan and House, 2001). What is quite strange is that the differences between cultures implement one another, is like a big puzzle in...