Cualtura Enfermeria

Intercultural Negotiation Components

CROSS-CULTURAL NEGOTIATION COMPONENTS

Before negotiating with persons from another culture, you should consider the players and the situation, culturalnoise, national character, power and authority, perceptions, use of interpreters and translators, gender, environment, and relations and substantive conflicts.

In many organizations, the salespeopleare responsinble for the negotiations and relationship development.

CULTURAL NOISE

Includes anything that disterferes with the message being communicated. Nonverbal messages, such as bodylanguage, spaces and grift giving, can impede or expedite negotiations.

Other differences that can effect the negotiations include how differently both parties see items, such as the following:+Is the issue relationship building or control based?
+are both paties view time?
+do The parties use an use an authoritative or consensual decision-making style?

POWER AND AUTHORITY

Negotiatorsuse power in influence strategies. Direct influence strategies include persuasion, argument, substantiation, and threats. Indirect influence strategies include appeals for sympathy, references topersonal stakes in the negotiation, and references to status.

PERCEPTION

Is the process by which individuals ascribe meaning to their environment; it is strongly affected by their culture. Thestress of negotiation can cause misperception, but more often is is due to the different meaning of verbal and nonverbal cues in the cultures involved.

INTERPRETERS AND TRANSLATORS

Usinginterpreters and translators can affect the negotiation process both positively and negatively. On the positive side, you have more time to think about your next statement while your previos statement is beingtranslated. Because of the time it takes to translate, you are also more careful to state the message succinctly. On the negative side, because language an dculture are intertwined, translators may...