IV. Discussion (18%, more than 300 words) . What make you speak successfully? V.

ID: 426672 • Letter: I

Question

IV. Discussion (18%, more than 300 words) . What make you speak successfully? V. Case Study (22%, apply relative cross-culture theory s in question 1 and 2, and negotiation principle in question 3) 1. Rose is very satisfied with his style of work, which encourages his employees to participate in management. In her work in India, she never sends a commander-in-chief to older people, but instead asks them for advice. But there are very few suggestions, and even a formal system of advice doesn't work. And even worse, she could not feel the respect he received in running the American factory and the friendship and loyalty of his colleagues. She was frustrated to think that Indians might not be ready to accept a female boss. (6%, apply relative cross-culture theory in question 1) 2. The American style is very direct and they try to demand the same from counterparts. Generally, Americans openly disagree and use aggressive persuasive tacties such as threats and warnings. The negotiator enters the negotiating room confidently, talking assertively. Americans do prefer speedy negotiations and get annoyed with too much extraneous socializing or postponement. Chinese tend to have business negotiations in a rather indirect manner, The decision-making process of Chinese companies is considered to be very slow and time-consuming. The "face" issue is most important. The negotiator must be seen to be negotiating with someone of key status and authority. (10%, apply relative cross culture theory to analyze the difference between American and Chinese negotiation's style)

Explanation / Answer

Answer 1.

Relative cross-culture theory states that a person’s behaviour in society is tied to the culture of the place. There are multiple differences in the way cultures interact and what holds good in one culture may not be the same in another.

In the given example, Rose doesn’t choose to send a commander-in-chief to older people because as per the culture of India, elders are supposed to be respected. She also looks for advice from the older people as culturally, Indians rely on the elders (irrespective of them being in the family or the community) for advice and good judgement.

However, the same doesn’t hold good in an American cultural setting where everyone is treated the same, irrespective of their age. Neither the elders living in an American society would give advice, nor would most people seek it.

Answer 2.

American Negotiation Style

Chinese Negotiation Style

Very Direct in Manner

Rather indirect in Manner

Speedy negotiations

Time consuming and slow

Willing to speak to anyone who can offer a deal.

Prefer to talk to someone in authority.

Don’t prefer socializing for negotiation.

Prefer socializing for negotiation.

Negotiator talks assertively.

Negotiator takes time to build rapport and offer a deal.

By this, we can conclude, the cultural difference is the key factor for the difference in the negotiation ways of the American and Chinese.

Answer 3.

Compromise is a part of the negotiation process in which the parties in the negotiation give up something that they want to get something else they want more. As per the given example, both chefs required an orange but it was for different reasons.

The first chef only required the juice of the orange and the second chef required just the rind of the orange. If they had followed the compromise theory and been vocal about what they both needed from the orange, they would have had a better deal. Since, neither of the chefs’ discussed and informed the other of what they wanted, both ended up with a deal that they did not like.

From this example, it can be said that a compromise can be fruitful if both parties are clear about what they wanted from the beginning.