Negotiation BehaviorHow perform you recognize and also respond to cultural differences in negotiation and bargaining strategies?

We have actually seen the central role conflict plays in business processes. Clearly, there are some areas where supervisors would choose to resolve a problem between two parties prior to it outcomes in high levels of conflict. This is usually completed through negotiation. Negotiation is the procedure by which people or groups attempt to establish their purposes by bargaining with one more party who contends least some control over goal attainment. Transparent the negotiation process, considerable skill in communication, decision-making, and the use of power and politics is forced in order to succeed.

You are watching: The two general approaches to negotiation are ________ bargaining and ________ bargaining.

We will think about several facets of negotiation, consisting of stages the negotiation, types of negotiation behavior, and also the negotiation process itself. We begin with the reasons why world engage in negotiation and also bargaining in the an initial place.


Stages the Negotiation

In general, negotiation and bargaining are likely to have 4 stages. Return the size or prominence of every stage deserve to vary from instance to instance or from one culture to another, the presence and sequence of these stages are quite common across situations and also cultures.


J. Graham, “The affect of culture on organization Negotiations,” Journal the International service Studies, spring 1985, pp. 81–96.

Non-task time. during the an initial stage, the participants emphasis on acquiring to know and become comfortable v each other and also do not focus directly on the job or problem of the negotiation. In cultures such together ours, this phase is regularly filled with little talk. However, it is commonly not an extremely long and also is not watched as crucial as other stages. Phibìc Americans usage phrases such together “Let’s get down to business,” “I know you’re busy, therefore let’s acquire right to it,” and “Let’s not beat approximately the bush.” However, in other cultures such together Mexico or southern Korea, the non-task stage is frequently longer and also of more importance because it is throughout this phase the partnership is established. In these cultures, it is the relationship an ext than the contract that determines the extent to which every party can trust the various other to accomplish its obligations.Information exchange. The second stage of negotiations requires the exchange the background and general information. Throughout this stage, entrants may, for example, carry out overviews that their firm and that history. In Japan, this is an essential stage because details proposals or agreements need to be considered and decided in the larger context. The info exchanged during the second stage gives this bigger context.Influence and persuasion. The third stage involves efforts to influence and also persuade the various other side. Generally, these efforts are design to gain the other party to minimize its requirements or desires and to increase its acceptance of your requirements or desires. There are a wide range of influence tactics, including promises, threats, questions, and so on. The use of these tactics and also their performance is a duty of numerous factors. First, the regarded or genuine power of one party loved one to an additional is crucial factor. Because that example, if one party is the only obtainable supplier that a an important component, then threatening to walk to a brand-new supplier of the component unless the price is decreased is unlikely to be an effective influence tactic. Second, the efficiency of a details influence tactic is likewise a role of welcomed industry and cultural norms. For example, if threats are an unacceptable form of influence, then their use could lead to after-effects opposite indigenous what is wanted by the initiator of such tactics.Closing. The last stage of any kind of negotiation is the closing. The close up door may result in an acceptable agreement between the parties associated or the may result in failure to with an agreement. The symbols that represent the near of a negotiation vary throughout cultures. Because that example, in the joined States, a signed contract is the price of a closed negotiation. At that point, “a deal is a deal” and also failure to abide by the components of the document is thought about a breach of contract. In China, however, over there is not the strong legal background or perspective that exists in the united States, and also a signed paper is not necessarily a price of the close of the negotiations. In fact, to some level it symbolizes the beginning of the last points the negotiation. The signed paper identifies the key issues that still must be negotiated in spite of the reality that it may contain certain obligations because that the affiliated parties worrying these issues. Fairly simply, even though the paper may obligate one party to deliver a product on a certain day and obligate the various other party to salary a certain price for delivery, the file itself walk not signify that the negotiation concerning these specifics is closed.

Each of these 4 stages and also the sequence described above are common throughout most situations and also cultures. However, the length of time dedicated to each stage, the prestige of each stage, and also the certain behaviors associated with every stage deserve to vary through situation and certainly carry out vary by culture.


Bargaining Strategies

Within the paper definition of these four stages, both parties must choose an suitable strategy the they believe will assist them in the attainment of their objectives. In general, two rather distinct approaches come negotiation deserve to be identified. These room distributive bargaining and integrative bargaining. A compare of these two approaches is shown in (Figure).

Distributive Bargaining. In essence, distributive bargaining is “win-lose” bargaining. The is, the objectives of one party space in fundamental and direct dispute with those of the other party. Resources are fixed and limited, and also each party wants to maximize her share of these resources. Finally, in many cases, this instance represents a short-term relationship in between the 2 parties. In fact, together parties may not watch each other ever again.

A good example of this can be seen in the relationship between the buyer and also seller the a house. If the the person who lives gets the residence for less money (that is, she “wins”), the seller additionally gets less (that is, she “loses”). This win-lose case can additionally be checked out in classes wherein the professor insists ~ above grading top top a specified curve. If your friends acquire an A, there room fewer regarding go around, and also your chances are diminished.

Under together circumstances, every side will certainly probably embrace a course of activity as follows. First, every side to a conflict will effort to uncover just how much the other side is willing to go to reach an accord. This have the right to be excellent by providing outrageously short (or high) proposals merely to feel the end the opponent. For example, in selling a house, the seller will typically ask a greater price than she actually really hopes to obtain (see (Figure)). The buyer, in turn, commonly offers much less than she is willing to pay. These two prices are placed forth to discover the opponent’s resistance price. The resistance price is the point beyond which the foe will no go to with a settlement. As soon as the resistance point has been estimated, each party do the efforts to to convince the opponent that the offer on the table is the ideal one the enemy is likely to receive and that the opponent should accept it. Together both sides communicate in comparable tactics, the winner is often identified by who has the finest strategic and also political an abilities to convince the other party the this is the finest she can get.

Integrative Bargaining. Integrative bargaining is often described as the “win-win” approach. The is, through this technique, both parties shot to reach a settlement that services both parties. Such technique is often predicated on the id that if people mutually try to solve the problem, they can identify some an innovative solutions that assist everyone. A good example can be watched in bilateral trade negotiations between two nations. In such negotiations, participants generally agree that a trade war would certainly hurt both sides; therefore, both political parties attempt to accomplish a balance the outcomes that space preferable to a profession war for both sides. In doing so, however, the trick is to give away as tiny as possible to accomplish the balance.


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As displayed previously in (Figure), this strategy is characterized by the existence of variable sources to it is in divided, efforts to maximize share outcomes, and also the desire to create or keep a long-term relationship. The understand of the two parties might be convergent (noncompetitive, together as preventing a trade war between two countries) or congruent (mutually supportive, as when two nations reach a common defense pact).

In both cases, bargaining tactics are quite various from those commonly found in distributive bargaining. Here, both sides must be able and also willing to know the philosophies of the various other party. Otherwise, they will certainly not recognize where feasible consensus lies. Moreover, the complimentary flow of details is required. Obviously, some degree of to trust is required here too. In discussions, focus is inserted on identifying communalities between the two parties; the differences are played down. And, finally, the find for a solution concentrates on picking those courses of action that meet the goals and objectives that both sides. This approach requires considerably much more time and also energy than distributive bargaining, yet, under particular circumstances, it has the potential to command to far more an imaginative and long-lasting solutions.


The Negotiation Process

The negotiation procedure consists of identify one’s wanted goals—that is, what you are trying to gain out of the exchange—and then developing suitable strategies aimed at reaching those goals. A key feature of one’s strategy is learning one’s relative place in the bargaining process. The is, relying on your relative place or strength, you may want to negotiate serious or you might want come tell your enemy to “take the or leaving it.” The dynamics of bargaining power have the right to be extrapolated directly from the discussion of power (Figure) and indicate several conditions affecting this choice. For example, you may wish to negotiate as soon as you value the exchange, when you value the relationship, and also when commitment to the concern is high. In opposing situation, you might be indifferent to serious bargaining.

Once goals and also objectives have actually been clearly established and the bargaining strategy is set, time is forced to build a suitable plan the action. Planning because that negotiation needs a clean assessment the your very own strengths and weaknesses and those of her opponents. Roy Lewicki and also Joseph Litterer have argued a format for ready for negotiation.


Ibid.; R. J. Lewicki, B. Barry, and D. M. Saunders, Essentials the Negotiation, (New York, N.Y., McGraw Hill, 2016), M. Baserman, “Why Negotiations walk Wrong,” Psychology Today, June 1986, pp. 54–58; J. Graham and also Y. Sano, clever Bargaining (New York: Harper & Row, 1989).

according to this format, planning for negotiation should proceed v the adhering to phases:

Understand the basic nature of the conflict. What room the primary areas of agreement and disagreement?

What specifically do you want out that this negotiation? What are your goals?

How will certainly you regulate the negotiation process? Here, several issues should be recognized:

Identify the primary concerns to negotiate.Prioritize this issues.Develop a preferable package including these important issues.Establish one agenda.

Do you know your opponent?

What room your opponent’s existing resources and also needs?What is the history of your opponent’s bargaining behavior? What patterns deserve to you check out that can assist you predict she moves?
Minnesota Gophers coach, Lindsay Whalen speak to a referee during a university of Minnesota Gophers game against Cornell University. Is this negotiation or persuasion? (Attribution: Laurie Schaul/ flickr/ Attribution 2.0 generic (CC through 2.0))

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Research suggests that following such steps does, in fact, command to more successful bargaining. In (Figure), because that example, we can see distinctions in both the to plan approaches and the actual habits of successful and average negotiators. Preparation clearly makes a difference, as does interpersonal style throughout the yes, really negotiation.

Cultural differences in global Negotiations

In check out of the increased focus on international commercial competitiveness, that is essential to know what happens once the two parties to a negotiation come native different cultures or countries. A understanding of social differences can assist the manager both in understanding the various other party’s position and in striking the best possible deal provided the circumstances.

A good way to start this analysis is by recognizing how different cultures technique the arts of persuasion; that is, how do world in different countries shot to victory you over to your side in a dispute? Although we cannot probably examine all cultures, consider the results of a research of distinctions in persuasion techniques because that North America, the middle East, and the former Soviet Union.


E. Glenn, D. Witmeyer, and K. Stevenson, “Cultural layouts of Persuasion,” International newspaper of Intercultural Relations, fall 1977, pp. 62–66.

As deserve to be checked out in (Figure), Americans, Arabs, and also Russians have substantially different viewpoints to persuasion. Americans often tend to get in into a discussion emphasizing facts and also figures, whereas Arabs may focus on emotions. The Russians might talk about ideals.

Moreover, in a negotiation situation, the American is ever-conscious of deadlines, whereas the Arab take away a much more casual approach, and also the Russian is frequently unconcerned around time. American make tiny concessions at an early stage in the bargaining procedure to establish a relationship. Arabs, top top the other hand, make concessions throughout the bargaining process, and also the Russians shot not to make any concessions in ~ all. Clearly, this study has only emphasize trends, and exceptions can be easily found. Also so, a understanding of together differences, yet general, can considerably facilitate enhanced interpersonal relations and also bargaining success for both parties.

We can also examine the an individual characteristics that negotiators from different countries. A study by man Graham focused on the an essential characteristics of negotiators from different countries, in this instance the united States, Japan, Taiwan, and also Brazil. Outcomes of the study are displayed in (Figure), which mirrors the location order of the specifying characteristics.


Data supplied by john Graham, Graduate school of Management, college of California, Irvine. Cited in N. J. Adler and also A. Gunderson, International size of business Behavior 5th edition (Mason, OH: Cengage Learning, 2008), p. 167.

Again, we have the right to see significant differences in negotiators from about the world. Each has specific strengths, yet these toughness vary substantially from country to country. American are viewed as prepared and organized, reasoning well under pressure, vice versa, Japanese are seen as more specialized and shrewd. Taiwanese negotiators were discovered in the study to be extremely persistent and determined, working tough to victory the opponent’s respect, and the Brazilians were amazingly similar to the Americans.

Finally, we should note the negotiators native different countries differ markedly in your verbal and nonverbal communication patterns. In one examine (again among Americans, representing north America; Japanese, representing east Asia; and also Brazilians, representing southern America), observers counting the number of times each negotiator did details things within a provided time limit.


J. Graham, “The influence of society on company Negotiations,” Journal of International business Studies, spring 1985, pp. 81–96.

The results are presented in (Figure). As have the right to be seen, this negotiators use both verbal and nonverbal communication in an extremely different ways. Note, because that example, the Brazilians on typical said “no” 83 times within a 30-minute segment, contrasted to 5 times because that Japanese and also 9 times for Americans. Top top the other hand, Japanese appealed to ideals and also societal norms and also simply satellite in silence an ext than the others. Such differences affect not just the negotiation process but also, in numerous cases, the outcomes. The is, if a negotiator native one society has annoyed or insulted the foe (intentionally or unintentionally), the opponent may stand up to doing company with that person or might fail to offer attractive terms. Hence, again we view the worth of much better understanding social variations in negotiations, together in other matters.

Concluding Thoughts about Conflict and also Negotiations

One that the standard negotiations philosophies that you could encounter is the book, acquiring to Yes. This book expound the authors favored an approach of dispute resolution, i m sorry they term principled negotiation. This method attempts to discover an target standard, typically based upon existing precedents, for reaching an agreement that will be acceptable to both interested parties. Principled negotiation emphasizes the parties’ enduring interests, objectively present resources, and easily accessible alternatives, fairly than transient positions that the next may select to take throughout the negotiation. The result of a principled negotiation ultimately depends on the loved one attractiveness of each party’s so-called BATNA: the “Best different To a Negotiated Agreement”, which deserve to be taken together a measure up of the objective stamin of a party’s bargaining stance. In general, the party through the an ext attractive BATNA gets the better of the deal. If both parties have attractive BATNAs, the ideal course of action may be no to with an agreement at all.


Roger Fisher,William L. Ury and Bruce Patton, Getting come Yes, (New York: Penguin; 2012); Douglas D. Edwards, De Dicto, march 18, 2013, http://is.gd/ys8Hny.

Conflict is most likely to take place when the goals, expectations, and/or habits of at the very least two next differ and when those differences are complicated to prevent (such as as soon as interdependence amongst the parties involved is high). Conflict itself is neither great nor bad, productive nor destructive. The vital to the result of problem is the manner in which the is managed. Negotiation, as a an essential means of controlling conflict, has actually four distinct stages. However, the length, importance, and also norms for each stage deserve to vary through situation and also especially through culture.


One of the emerging nations in south-east Asia is Malaysia, whose natural resources and also stable financial growth are enabling it to develop as critical manufacturing center in the region along v Singapore, Indonesia, and Thailand. What happens when American businesspeople visit Malaysia to execute business? In the complying with example, cross-cultural researcher George Renwick describes major differences in between the two societies as they approach a negotiation.

Americans’ trends of negotiation, like all of their patterns, differ somewhat depending upon their context. The negotiating trends of federal government officials functioning out a treaty, because that example, space somewhat different from those of a organization executive “hammering out” a contract. The pattern portrayed here will certainly be that of the organization executive.

The American businessperson usually starts a series of negotiating sessions in a cordial manner, yet he is intent on obtaining things under way. The is an extremely clear as to what he and his agency want, once it is wanted, and also how he will certainly go about getting it; he has actually planned his strategy carefully. And also he has done what he might to “psyche out” his counterpart, through whom he will certainly be negotiating. Indigenous the outset, the American negotiator urges everyone to “dispense with the formalities” and get on through the company at hand. As soon as possible, the expresses his determination, saying something like, “Okay, let’s get down come brass tacks.”

The American usually claims his place (at least his very first position) early and also definitely. The plans before long come “really acquire down to the nitty gritty.” He wants to “zero in” on the knotty problems and get to the allude where “the rubber meets the road” (the point, that is, whereby “the action” begins). As soon as the negotiations are “really rolling,” the American normally deals straight with obstacles as they come up, tries to clean them away in rapid order, and also becomes impatient and also frustrated if he cannot.

Most that what the American wants to convey, that course, that puts right into words—often many of them. His technique is highly verbal and also quite visible—and extensively planned. He has actually outlined his alternative ahead the time and prepared his counterproposals, contingencies, back-up positions, bluffs, guarantees, and also tests the compliance, all carefully calculated, and including, that course, lots of numbers. Towards the end, the sees that part bailout provisions room included, however he usually doesn’t issue too much about them; making and meeting service commitments “on schedule” is what his life is all about—he is not also concerned around getting out. If he has to acquire out, then he has actually to, and also he will find a way when the moment comes.

The American experiences actual satisfaction as soon as all the difficulties have been “worked out,” especially if he has actually been maybe to acquire provisions very favorable to his company—and to his very own reputation as a “tough negotiator.” he rests securely when every little thing is “down in black and also white” and the contract is initialed or signed.

Afterward, the American enjoys himself; he relaxes “over part drinks” and carries on part “small talk” and also “jokes around” through his team and also their counterparts.

Malay fads of negotiation, as could be expected, differ considerably. When they space buying something, Malays bargain with the merchant, and when they room working, lock socialize v their boss and coworkers. Their function is to build some sense of partnership with the other person. The partnership then offers the basis, or context, because that the exchange. Malays take the very same patterns and also preferences right into their negotiating sessions. When all is said and done, that is no the item of record they trust, it is the person—and their connection with the person.

A Malay negotiator starts to construct the context because that negotiations through the communication routines suitable to this and similar occasions. This routines space as complex and ethereal as customary American routines; they space cordial however quite formal. Favor Americans and also their very own routines, Malays know the Malay routines however are hardly ever consciously conscious of them. Neither Malays nor Americans know very plainly the routines that the other.

As the preliminary context is formed, it is essential to the Malay the the suitable forms of deal with be known beforehand and also used and that a variety of topics it is in talked about that space unrelated to the organization to be transacted. This may proceed for rather a while. A Malay negotiator wants his counterpart to take part comfortably, patiently, and with interest. Together in various other interaction, the is no the certain words talked which room of many importance come the Malay; fairly he listens generally to the attitudes which the native convey—attitudes toward the Malay himself and also toward the matter being negotiated. Mindsets are necessary to the relationship. At this allude and transparent the negotiations, the Malay is as lot concerned about the top quality of the relationship as the quantity of the job-related accomplished. Motivation is much more important come the Malay than momentum.

The Malay negotiator, together in other situations, is likewise aware of feelings—his own and also those of his counterpart, and also the results of the exchanges ~ above both. The is additionally aware of, and also concerned about, how he looks in the eye of his team, how his equivalent looks in the eyes of the other team, and also how both he and his counterpart will look after the negotiations in the eye of their corresponding superiors.

The Malay is alert come style, both his own and also that of his counterpart. Displaying courtesy is an ext important 보다 scoring points. The method one negotiates is as necessary as what one negotiates. Grace and also finesse present respect for the other and for the issue under consideration. Negotiating, like other interaction, is other of an art form. Balance and also restraint are because of this essential.

The agenda that the Malay works with in the course of the negotiation is usually rather flexible. His strategy is usually rather simple. His positions are expressed in much more general terms 보다 the American’s, however no less strongly held. His proposals are an ext offered 보다 argued: lock are readily available to the other party fairly than said with him. Malays carry out not gain sparring. They deep dislike combat.

In an answer to a strong assertion, the Malay negotiator generally expresses his respect straight by replying indirectly. The more powerful the assertion and also the much more direct the demands, the much more indirect the reply—at the very least the linguistic reply.

The Malay and also his team commonly formulate your positions gradually and carefully. By the moment they current their position, they usually have quite a the majority of themselves invest in it. Direct rejection the the position, therefore, is periodically felt to be a refusal of the person. Negotiating because that the Malay is not quite the video game that it is for part Americans.

If the Malay and also his team have actually arrived at a place from which they and those whom they represent cannot move, they will certainly not move. If this needs a concession native the counterpart, the Malays will certainly not shot to force the concession. If the equivalent sees that a concession from the is necessary, and makes it, the Malays, as gentlemen, identify the move and respect the male who make it. A concession, therefore, is not usually thought about by the Malay team to it is in a authorize that they have the right to press harder and extract additional concessions. Instead, a concession through either side is taken into consideration as proof of strength and a communication for succeeding reconciliation and also cooperation.

What about getting the end a contract? Making and meeting service commitments is not what a Malay’s life is every about. He has other, often prior, commitments. He thus enters right into contracts cautiously and also prefers to have actually an departure provided.

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In addition, Malays are particular of their control over the future (even their manage of their own country) than space Americans. Therefore, promising particular kinds of performance later by certain dates in a contract, particularly in a permanent contract whereby the stakes space high, is often difficult for Malays. The is even an ext difficult, the course, if they space not certain whether they deserve to trust the people to whom they space making the commitment and from who they are accepting commitments. Malays because of this give a good deal of thought to a contract and also to the contracting party prior to signing it. And they space uneasy if provisions have actually not been created a respectable withdrawal need to future circumstances make your compliance impossible.