Negotiation Essay Example | Topics and Well Written Essays - 1500 words - 1

Negotiation - Essay Example The negotiation techniques must come along with the cultural dynamics that will help minimize negotiation issues. This paper will examine the culture of the Chinese and the US in an attempt to explain how their comparisons and dissimilarities impact the negotiation process. The paper will then give recommendation on ways of minimize intercultural negotiation conflicts. According to Lam & Graham (2007) the Chinese negotiators have embraced a culture of asking questions. This explains that their form of negotiation is one that involves the tactic of exchanging information. The authors continue to indicate that the Chinese negotiations have a tendency of using the â€Å"yes†, and â€Å"no† statements (Lam & Graham, 2007). The Chinese have also been indicated to embrace long periods of silence that allow them to listen to the other members of the negotiation table. In addition, the culture of the Chinese negotiators involves long facial gazes. They also ask fewer questions and devote their time to providing more information on what they expected in the course and at the close of the negotiation (Gelfand & Brett, 2004). The Chinese would be indicated to settle till the issue at hand was solved or when the parties involved would come to a conclusion. In the negotiation context, the Chinese can simply be said cooperative negotiators. On ano ther note, Ghauri & Fang (2001) indicate that being an emerging economy, the Chinese people focus more creating personal relationships with their negotiators; thus, have trust that their relationships and do not hold the opinion that after creating friends, their relationships will break or any form of forgery will take place. In the case of the United States, they focus more on written form of agreements as opposed to the Chinese that mostly rely on creating personal relationships (Shell, 2006; Starkey, Boyer &