International Negotiation and Intercultural Communication Essay

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Transnational Negotiation

What is Negotiation?

Negotiation is communication between two parties to reach an agreement. The process of negotiation is how the parties arrive at the agreement, a combination of written, verbal and nonverbal communication to convey one's interests, offers, and acceptances that make up the content of the negotiated agreement.

Benefits of Negotiation

There are other means of dispute resolution, but the main benefit of negotiation lies with the fact that both parties negotiate and then come to an agreement. Thus, both parties are able to advance their interests, and choose the trade-offs that they are willing to make to achieve an agreement. Both parties can exit the negotiation satisfied either with the agreement that they were able to secure, or knowing that they will not be able to secure an agreement, but that they gave themselves the best opportunity to do so.

Intercultural Negotiation

It is important to understand the culture with which you are negotiating, because to understand that culture will improve communication. A good example is the concept of face – the desire to preserve one's face might cause a person to alter their negotiating strategy. It has to be understood by the counterparty that the desire to maintain face is one of the interests of the other side – this understand allows for better inference of a person's responses or proposals, and in turn that superior ability to understand gives you a stronger negotiating position (Toomey & Kurogi, 2010).

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Another example is just understanding what the context of the negotiation is. What to a low-context culture is a one-off negotiation about some product or another can mean something completely different to a person from a high-context culture. The high-context culture person might see the negotiation not as a one-off about the sale of an item, but a precursor to a long business relationship (Cai, Wilson & Drake, 2000). In a situation like that, sharking the person on the first deal might mean that the relationship never forms – you make more money today but lose because you failed to understand what the entire point of the negotiation was. So it is important to understand the culture with which you are negotiating because culture is a strong influencer of communication style and negotiating tactics.

Being aware of the often unspoken cultural rules of a country simply makes you….....

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