Final - IV. The tendencies in negotiation of American...

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IV. The tendencies in negotiation of American Business Negotiators: Americans are friendly, they are not afraid of working with strangers. Americans smile a great deal, even at strangers. They like to have their smiles returned. Americans often share things in casual conversation, even with strangers, that may seem shockingly private. Americans appreciate the intimacy and equality in relations between people. Equality is something Americans strive to provide and maintain. It has become an integral and necessary part of our mosaic culture. Even now to the point that when people think of America, they naturally think of freedom and equality. The equalizing actions, rather than simple status equality, were often required before could get on with their business. Americans are confident (sometimes show-off). When you are confident about negotiations and would like to cooperate with your counterparts, you will make them feel comfortable when negotiating at the site of their choosing. And you might get more cooperation than when negotiating on your own turf. Americans are not used to using foreign languages in negotiation. Bilingualism is not a common characteristic for Americans, and therefore competitors with greater language skills are afforded a natural advantage in international commerce. Because most Americans speak only one language, people from other countries are advised to give Americans a brief explanation of the content of their first few side conversations to assuage the sinister attributions. A common complaint heard from American managers regards foreign clients and partners breaking into side conversations in their native languages. At best, it is seen as impolite, and quite often American negotiators are likely to attribute something sinister to the content of the foreign talk—“They’re plotting or telling secrets.” This is a frequent American mistake. E.g: one Korean may lean over to another and ask, “What’d he say?” The side conversation can regard a disagreement among the foreign team members. Americans prefer directness in communication, they appreciate the straightforward communication.
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They value information that is straightforward and to the point. Negotiators are direct and will not hesitate to disagree with you. They do not like the sentence such as: “Waiting for permission from…”. When Americans say "yes" or "no," they mean precisely that. "Maybe" really does mean "it might happen"; it does not mean "no." Americans are used to analyzing the problem into many subproblems and solving each of its . By separating the problem into many subproblems,they were able to see more clearly what the essential difficult were.Solving the small problems is simpler than solving a big one. Americans expect honest information at the bargaining table.
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This note was uploaded on 12/17/2011 for the course B.A 13 taught by Professor Cr during the Spring '11 term at Haverford.

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Final - IV. The tendencies in negotiation of American...

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