Discussion: Determining International Negotiation Strategies
The culture of the global workplace often adversely affects business interactions. Organizations are increasingly multicultural; in other words, they are comprised of people of differing cultures, societies, attitudes, and behaviors, and of individuals who are geographically dispersed. Thus, these cultures will have an impact on the process and outcome of business negotiations. Today, with the influence of the Internet, e-negotiations are becoming prevalent and, as a global change agent, you must consider many things when negotiating across cultures, including the goals of negotiation, personal attitude, communication, variation in perspectives related to time, understanding emotionalism, specificity of agreements, team building terms and differences, and risks (Shahmoradi, Nassiri-Mofakham, & Nemati, 2014).
To prepare for this Discussion, imagine that you manage a multicultural virtual team. Assume that you and your team must negotiate a contract with an organization that is in a country other than your own. However, before you negotiate the contract, you must present your findings to a group of key stakeholders. Choose any country other than your native country, and research the cultural considerations for conducting business in that country. Also consider how you would present this information to your stakeholders.
By Day 3
Post an assessment of the role of multiculturalism in conducting business negotiations. In your assessment, be sure to address the following questions:
· What assumptions do you have about this country, and why? What sources of information shape your assumptions?
· How does this country’s culture differ from your own? What cultural values do you bring to the transaction, and how would you need to adapt?
· How would you approach the negotiation? Would your approach vary from how you would approach a negotiation in the country of your native birth? What factors of negotiation and business relationships do you have to consider differently?
· If you had to present your findings to a group of key stakeholders, how would you organize this presentation, and what presentation techniques would you employ? Think about a professional presentation that was particularly effective or that spurred several questions. What strategies would you implement to receive and address critical feedback? Share any lessons learned from prior work, life, or seminar presentations that would help you effectively present your assessment and gain buy-in.
Be sure to support your work with a minimum of two specific citations from this week’s Learning Resources and at least one additional scholarly source.
