Question 1
Nonverbal communications are a powerful form of communication. They can go beyond the voice and improve the ability to communicate effectively. Different cultures use different types of nonverbal skills and it is important to understand them when engaging in negotiations that could be undertaken overseas. One nonverbal trait is that of facial expression. When engaging in a negotiation, one may have to study the facial expression of another individual in order to determine the moods and actions of the other individual. For instance, gazing at someone can be considered to create discomfort in certain cultures.
Another type of nonverbal characteristic is that of touching. For instance, one may be involved in a handshake which shows that the negotiation process has been successful. Additionally, some cultures may feel uncomfortable when one becomes close and gets into their personal space. Different cultures thus have different levels of contact and it is important that the negotiator understands this. An American that goes in Latin America may feel that their personal space has been violated as Americans prefer to have personal space.
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Another nonverbal expression is through eye contact. Eye contact is made in different cultures and it is used to create different meanings. In the Asian culture, avoiding eye contact can be used as a sign of respect. The American that thus moves into the Asian culture may need to work on avoiding eye contact. However, in North America, eye contact can be critical to show the other party that one is following with the conversation.
There are different gestures that can be applied by different cultures. The okay sign in the United States is used to convey that something is acceptable. However, this can be different in the Japanese culture to mean money. The gesture of bowing down can also be applied in the Asian culture as a sign of respect. However, this gesture is not used in the United States.
Question 2
There are several cultural variables that should be taken into account in the decision-making process. One variable that is associated with risk tolerance is that of neutral-affective variable. The neutral-affective variable is used to describe how a culture expresses its emotions. People of the neutral culture do not express directly and precisely what they could be thinking. Certain emotions could be considered improper to exhibit and this can create misunderstanding. In the affective culture, one can express their emotions through different gestures, facial expressions, and movements. One should thus understand the risk tolerance by observing the perception of different emotions.
The variable associated with the internal/external focus of control involves the cultural trait of individualism and collectivism. The individualist culture emphasizes on the internal focus of control where the needs of the individual are considered as important. This is different from the collectivist culture that emphasized on the needs of the group. When considering the decision-making process, one should ensure that the decisions made in the individualist culture advocate for the needs of the individual while the decisions made in the collectivist culture focus on the needs of the entire group.
Considering the internal/external factors and the risk tolerance are important as they can be used as the basis of communication. By understanding the different risks, one can observe them when they emerge and thus understand why they have emerged. Additionally, the internal and external locus of control can assist in making a decision that should suit all parties. Putting all these factors in consideration thus improves the decision-making process in a scenario where one interacts with people of different cultures.
Question 3
Negotiating in an international setting can be different from negotiating in one’s own culture where one understands all the communication and negotiation strategies. In the given scenario, the decisions to make in the negotiation will not begin when the negotiations start. There should be prior decisions that are made before, during, and after the negotiations have ended. The decisions that will be made will also be influenced by the variation between the culture in the United States and the culture in Mexico. For instance, while the United States culture may focus on completing negotiations within 24 hours, the culture in Mexico may consider making their decisions in a longer period of time. One may thus have to make the decision regarding when the negotiation process is going to end. Additionally, in case the turn-around for the negotiation is expected to be slow, one must make a prior decision regarding how they will handle such a scenario.
There are different strategies that will be applied in order to ensure a positive outcome. One of the strategies is to understand the differences in negotiating behaviors between the two cultures. Prior preparation will thus be made in order to critically understand about all the cultural aspects that should be considered in order to realize a successful negotiation. In some instances, one may consider a negotiation strategy that is calm, quiet, patient, and passionate. One should thus critically consider how the style would be perceived by one’s counterpart. The Mexican culture is a culture that emphasizes on an indirect approach to negotiating and patience is regarded as one of the key values in negotiation. One should thus ensure that the strategy applied fits with the Mexican culture. Therefore, a prior preparation and having all the critical decisions play before time can be used to realize a positive outcome throughout the entire negotiation.
Question 4
There are five steps that can be used in the negotiation process. These five steps include preparing and planning, defining the ground rules, justification and clarification, problem-solving and bargaining, and the closure and implementation of the decision.
The preparation and planning stage is the first step and it involves having both parties organize and acquire the information that would be required in order to have an effective negotiation. The planning process may involve considering the history of the nature of the conflict that led to the conflict and considering the key parties and their perceptions of the conflict.
Defining the ground rules is the second step and it involves establishing the rules for the negotiation. It could involve identifying the setting and the place where the negotiation would take place and a time-limit beyond which the negotiation would not continue. Additionally, it would consider the issues that will be covered in the negotiation and the specific procedure that is used to realize the final conclusion.
The third step in the negotiation is clarification and justification. This step involves having both parties being informed and educated regarding the issues and their demands. Both parties would put forth their initial position and then clarify, explain, amplify, and justify their demands. Either party can provide supporting documentation that can be used to support one’s position.
The fourth step is that of bargaining and problem solving. In this step, both parties would be able to state how much they are willing to bargain in order to arrive at the final conclusion. This is a give and take scenario and each of the parties should strive to identify ways to solve the problem.
The fifth and final step in the negotiation process is the closure and implementation. In this step, after a formalized agreement has been worked on, a closure can be arrived at through a formal contract and a formalized way to end the agreement. The implementation of the negotiation outcomes would also begin by ensuring both parties fulfill their end of the bargain.
Following the five steps is important to ensure that the negotiation is successful. Leaving out one of the steps can create several difficulties with proceeding with the actual negotiation. For instance, without the definition of ground rules, the negotiation may not have a specific time limit and rules and this can make the process of bargaining become long and the negotiation would become unsolvable. The preparation and planning stage is also important as it ensures that the entire negotiation would be smooth and straightforward. Missing one of the steps can thus make the negotiation become less direct causing difficulties in both parties understanding each other or arrive at a conclusion.
