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Cultural Differences in Negotiations and Conflicts

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* Please watch the video!    * *                          

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* Please watch the video!    * *                          

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Find the column with your name on the right

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Find the column with your name on the right

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*Write out three important aspects regarding intercultural negotiations.
*Argue your decision. Why are these points crucial for you ?

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Attentiveness & Curiosity,

because I have to look for every communication style or sign, since I do not know the exact communication-behavior of a different culture. I have to consider face expressions, body language, eye-contact-communication, gesticulation, breathing, muscle contractions, etc I should have an interest in understanding (curiosity) the other person as well as being aware of signals and signs coming from this person (attentiveness).

Openness & Cooperativeness,

because I should show that I am open for every way of communication and to everything the partner wants to communicate. Also that I really want to understand him or her, so the partner also is incited to make the information comprehensible for me.

Respect & Adaptability,

because I should show that I’m respecting my partner and that I am adaptable for reaching an appropriate agreement. At the same time, I Should show/communicate that I am understandably expecting the same intent from my partner.
With showing the above described attitude, an appropriate communication style/behavior should be created together. - Laura

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Understand Cultural Diversity
Pause Before Reacting
Be Present
Some countries are more formal, Germany for example, others are more informal
China is a very longterm oriented country, some countries like Spain are looking for short term contracts.

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"how they negotiate in their home country" - If you travel to a country to conduct negotiations, you should know the rules and types of negotiations in that country.

"personal style"
...You can never be overdressed ;)
If you come to a negotiation from a country in which business clothing is not important, you should still find out about the negotiating partners from which country and which clothing regulations apply in that country. You should never appear too casual.

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1.	Spain typically do not view the negotiation that way they prefer to win the negotiation  2.	Germans are more formal 3.	Mexico are more informal Intercultural competence is the ability to interact successfully and appropriately with individuals from other cultures. If you do not understand the different nations, you cannot work together. Many people argue that even in kindergarten one should encourage people of different origins to co-exist.  

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1.	Spain typically do not view the negotiation that way they prefer to win the negotiation  2.	Germans are more formal 3.	Mexico are more informal Intercultural competence is the ability to interact successfully and appropriately with individuals from other cultures. If you do not understand the different nations, you cannot work together. Many people argue that even in kindergarten one should encourage people of different origins to co-exist.  

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countries culture influences how individuals negotiate and how they view and interpret the negotiation process

several main areas where cultural

differences impact negotiating

direct or indirect communication style show emotion or hide emotions decisions made by the group or by the leader

finally decisions made by the group or by a leader

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For me the most important aspect is: Awareness of cultural differences!
This is important in basic interections with others and even more so when operating on an international level.

There are also behavioural differences in the way we negotiate. While someone may like to be straightforward and direct, this may seem rude and aggressive to someone else.

It is important to be openminded and look at a situation from different perspectives.

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1.Desire for a long-term relationship or just a one-time deal - It is important because we do not negotiate to just discuss we also want to come to conclusions, agreements. If the negotiating parties are not aware what the counterpart’s goal is then the whole negotiation can go wrong and it was just a waste of time for both negotiating parties involved.

2.Informal or formal attitude - It is necessary to be aware of the negotiation style of the counterparts because you only can negotiate with them effectively if you adapt to their negotiation „rules”.

3.Show emotions or hide emotions - For some cultures showing emotions can also be a sign for weakness for some countries completely the opposite. You always have to be aware of the level of emotions your counterparts use in negotiations.
(Dory)

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Personal style also plays a huge part in negotiations. This is a very important aspect, because different cultures are often not the only reason for problems in negotiations.

Each country will enter the negotiation from a perspective there are most comfortable themselves, if they are not very well educated in the negotiation position of their negotiation partner. This is an important thing to know about negotiations, because it is something that happens very often, even in negotiations within the same culture.

Negotiations are an art. Negotiation is a unique skill. By understanding different cultural aspects you can improve that skill and become you more successful as a negotiator.

Stratzimir

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Anita

1. Awareness of cultural differences is a very important aspect. 2. Countries pursue different goals 3. Some countries are searching for long term relationsships other for short term.

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Informal or formal attitude f.ex Germans are more formal, it is important to understand the cultural nuances, because otherwise there occurs the risk that you cant’t get to a win situationCommunication style and body language is because something that is considered normal and welcome in one country could be understood completely different in another countryDecisions made by the group or by the leader it is important to know by whom the decision is made, that you know who you need to convince more

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Informal or formal attitude f.ex Germans are more formal, it is important to understand the cultural nuances, because otherwise there occurs the risk that you cant’t get to a win situationCommunication style and body language is because something that is considered normal and welcome in one country could be understood completely different in another countryDecisions made by the group or by the leader it is important to know by whom the decision is made, that you know who you need to convince more

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The video was interesting and informative. It is interesting to me that some cultures believe one leader should call all the shots and others should be quiet (that's not typically the American style of negotiating). Also, the aspect of showing or hiding emotions is a cultural value I hadn't thought about before. I think in American culture, we hide our emotions (we only show "excitement" and positive optimistic emotions. and also maybe anger.

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The video was interesting and informative. It is interesting to me that some cultures believe one leader should call all the shots and others should be quiet (that's not typically the American style of negotiating). Also, the aspect of showing or hiding emotions is a cultural value I hadn't thought about before. I think in American culture, we hide our emotions (we only show "excitement" and positive optimistic emotions. and also maybe anger.

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Thank you for participating - great answers. In my opinion, especially the aspect of body language and behavior is of great importance in cross-cultural negotiations.