According to Anjan Dasgupta, negotiation is “the process of communicating back and forth for the purpose of reaching a joint agreement about differing needs or ideas” (Dasgupta 2005). Negotiation is something that we do all the time wherein we apply in both social circumstances and business purposes. We use negotiations in order to make a choice or to arrive at a certain agreement. Negotiation is usually considered as a compromise to settle an argument or issue to benefit ourselves as much as possible or at the very least, arrive at a mutually agreeable outcome (Faure and Gunnar 1993).
A necessary tool for negotiation is the communication process as individuals may have opposing views and opinions. Furthermore, the communication process serves as the link that will be utilized to negotiate an issue or argument, whether it may be person to person or through letters and phone calls. Negotiation can become more complicated when the parties involved in the negotiation come from different cultures.
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This has become more evident today due to the increasing phenomenon of globalization that has resulted to international ventures and relationships that require individuals, companies and organizations to conduct negotiations with several people from various countries and cultures. As stated by Jeswald Salacuse, “Culture is a powerful factor in shaping how people think, communicate and behave. It therefore affects how they negotiate” (Salacuse 1993, p199). As such, this paper will attempt to establish the significance and effect of culture on negotiations.
The paper will define culture and the important role it plays during the process of negotiation.
Dasgupta, Anjan (2005). Cultural Dynamics in International Negotiations. Retrieved October 24, 2008 from http://ssrn. com/abstract=651185 Faure, G. & Gunnar, S (1993). Culture and Negotiation: An Introduction. In Culture and Negotiation. Edited by Guy Oliver Faure and Jeffrey Z. Rubin. Newbury Park, CA:Sage Publications, Inc Salacuse, J (1993). Implications for Practitioners. In Culture and Negotiations. Edited by Guy Oliver Faure and Jeffery Z. Rubin. Newbury Park, CA: Sage Publications,
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