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International Negotiation Case Study

1284 Words6 Pages

Intercultural negotiations EMUNI University

Different approaches to international business negotiations and various practices to gain successful win-win end outcome situation

by Ahmed Shedid

Negotiations and culture:

Negotiating is a term used a great deal nowadays, in newspapers, on television, and on radio. It often seems to imply that only large companies or whole countries are involved and not just individuals. In international business, face to face negotiations could happen with partners or customers from foreign countries. Thus, managers who are in charge from different cultures have to sit and talk with one another to exchange ideas and express needs and preferences. …show more content…

National culture does not define negotiation behavior. National culture is jus one of many factors that influence behavior at the negotiation table, international experience, industry or regional background can all be important influences as well. The international negotiators must get to know the people they are working with, not just their culture, country, or company.

Win-Win negotiations:

Business people approach deal-making with one of two basic attitudes. The
First attitude regards negotiation as a struggle in which only one side wins and the other side loses, known as a win- lose …show more content…

This would be in synchrony with the view that, as an egalitarian culture (Brett at al. 1998; Hofstede 1980), the negotiators from the United Sates do not consider distributive tactics to be appropriate in a negotiation (Adair at al. 2004, p. 94).

In addition, Indian negotiators have a partiality for win-lose outcomes, however, they embody a clear preference for a win-win outcome as well.
To exemplify, if the United States When negotiators from India and the United States negotiate with each other, opposing attitudes can cause problems for the beneficial outcome of the transaction.

The representative is approaching the negotiation as a win-win process and as such is aiming to achieve an agreement that is advantageous for both sides and is met by an Indian representative whose only the goal is to win a confrontation, then their approaches and attitudes will certainly clash and cause problems throughout the

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