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Negotiating with Other Cultures

In: Business and Management

Submitted By anja07
Words 616
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When negotiating with another culture, it is very important to understand your own culture and your counterparts’ culture. To have successful negotiations both sides need to learn how to understand and observe basic cultural preferences such as values, behavior, communicative style and attitudes. The Cultural Orientations Model (COM) is a tool which helps to understand business culture. COM contains ten basic dimensions; environment, time, action, communication, space, power, individualism, competitiveness, structure, and thinking.
One of the main reasons of unsuccessful business relationship between Americans and Japanese was the fact that Americans didn’t understand very well Japanese style of communication and the way of thinking. I strongly believe that understanding your own culture and your counterparts’ is a key to success for every business.

First, being oriented defines Japanese culture. The main features of being an orientation culture is having harmonious relationship with team members and a slow decision making process. In personal and business life a solid relationship is very important for Japanese. Before and during negotiations Japanese prefer to build relationship with their counterpart. The main reason is they want to be sure that other side is trustworthy. Another common way in Japanese culture to maintain relationship or even do the business is informal occasions. Even though, Americans are doing oriented if they wanted to do business with Japanese, they needed to maintain relationship between two meetings, eg. organizing business and informal meetings. By doing so, Americans would learn how Japanese behave and communicate, and that would definitely improve their trust.

Second, communication in negotiations is often crucial and very important thing. Every country has a different style of communicating, so it is very important for…...

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