2-1 Discussion: Culture and Negotiation Style Discussion Topic

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Business Finance

Description

Culture influences the negotiation styles that are used in international business negotiations. In the Module Two discussion forum, briefly describe the typical negotiation styles of negotiators from the country you chose to concentrate on for your final project. Compare this to the typical American negotiation style.

Provide a thorough response in one or two paragraphs, using appropriate terminology from the chapter.

Respond to peers who selected a different country for their final project. Compare the negotiation style in their chosen country to the country you selected.

Refer to the Discussion Rubric for directions on completing these discussions.

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Explanation & Answer

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Running Head: CULTURE AND NEGOTIATION STYLE

Culture and Negotiation Style
Name
Course
Tutor
Date

1

CULTURE AND NEGOTIATION STYLE

2

Culture and Negotiation Style
Introduction
International business involves dealing with cross-cultural issues which include
communication between business partners from various cultures. Negotiation differences are the
most common barriers between business people across the globe (Salacuse, 2004). This challenge
is mostly prevalent especially between the American and Chinese business partners since the
negotiation style of the two nationalities are affected by their respective cultures. The negotiation
skills between the partners affect the kind of business they operate, their business transactions and
determine the success or failure of their business.
The verbal communication in the American culture is characterized by humor and sarcasm.
In contrast, the verbal communication in Chinese culture refrains from humor and sarcastic
remarks. M...


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