Management2 Q1. A. Importance of trust in negotiations and analysis of cross-cultural negotiations Trust is essential in the process of negotiation. Building trust is essential for maintaining a long-termrelationshipandthetrustisresponsibletosolveseveralconflictsamongthe organization.Trust in negotiations develop naturally over time but negotiators cannot come up with the overall process (Lewicki and Polin, 2013). The concept of trust creating risk in negotiation is important to reduce these risks properly. For avoiding the risk, the managing of trust is a critical skill for managers. The main step to inspiring trust in negotiation is to determine the trustworthiness. The negotiation has occurred among China and America related to the Intel company. As the trust plays an effective role in managing this process of negotiation. The deal in the negotiation needs proper trust then only one can succeed in managing the negotiation (Liu, et al., 2012). The important thing in the process of negotiation is that any negotiator does not enter in the process with someone you don’t trust. This shows the lack of trust among negotiators. Thecross-culturalnegotiationisaffectedbyAmericannegotiatorsandChinese negotiators. This affects the trust level among the Intel organization that works in the U.S. as well as China also. The cross-cultural negotiation also affects cross-cultural communication among the proper areas. The organization Intel involved in the cross-cultural negotiation to preserve the relationships with the Chinese stakeholders (Levitt, et al., 2015). This negotiation maintains the overall communication among the organization and improves the growth of the business. The negotiators of both counties need a proper understanding of negotiation. B. Difference between American and Chinese as per the ethical reasoning There is a difference between the views of American and Chinese views on ethical reasoning. Ethical reasoning includes the rights and wrong of human conduct. Each person has standards as per their values which affect several decisions. The Chinese and Americans views related to ethics are different aspects. The ethical thought of Chinese is different from a worthwhile life and the process of weighing duties towards family versus toward strangers. The ethical traits in America are focused on honesty and trustworthiness. The moral decision of American relates to superiority and moral tribalism (Hollingworth and Valentine, 2015).
Management3 The American and Chinese adopt ethical negotiating tactics in the overall process of negotiation. There are different concerns of America and China in the business of Intel organization. The main concern of China includes the protection of the intellectual rights of property of Intel. The intellectual property in Intel is treated as a communal right in China. The intel's first litigation suit in China occurred by sharing the concept with the Dalian State government official negotiation team. The understanding of the approach related to each party related to ethical reasoning as the negotiation is done by the Chinese negotiators and the Dalian state government officials negotiation team. The social contract ethics is included in this process which involved Intel's negotiation in china. Intel used a small company in China for the process of infringement (Okoro, 2012). The negotiators in China, as well as the negotiation team of Dalian, faces several challenges in this overall process of multiple licenses of Intel. The intellectual property right information is involved in this overall process. But as per the issue related to the protection, the intellectual property right gets affected by the defined process of Intel negotiation.
Management4 Q2. A. Importance of communication process in multi-partite negotiations The communication is too effective and important in the process of negotiations. This helps to make the proper goal and helps to understand the position. The communication is too important for the multi-party negotiationsas it createsthe value-creatingprocess among negotiation. The multi-party negotiation includes the resolving of an issue among two or more parties. So, their communication create friendly relations and helps in resolving the issues. In the American and Chinese negotiations, several rounds of communication need to be developedformanagingthenegotiation.Bytheprocessofthecommunication,overall negotiation can be reduced and improve the relationships and trust among the American and Chinese negotiators. The communication plays an effective role in the overall process and helps in resolving the is occurred among the American negotiators and Chinese negotiators. The cooperative behaviour during negotiations gets improved by the overall communication (Robbins and Judge, 2012). The concern amongst others addressed by the communications. The Intel company also gets developed in China by communication among negotiators. The two reasons for managing the communication in the multi-partite negotiations are discussed below- The communication makes the proper process of resolving an issue by improving the listening process. The trust has been developed among negotiators to improve the overall process of the negotiation. B. Conflicts of the case and the management of conflicts The several conflicts occur in the case during the negotiation arise among Chinese negotiators and American negotiators. The opening of the Intel company creates several conflicts among China and America. The heated tussles arise the intra-group conflict among China offices. Conflicts arise when the negotiations become complex and the stakes are high in the company. Conflicts management is one of the important parts that need to manage conflicts and resolving conflicts. The conflict management is the employment of strategies to correct the
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Management5 differences (Field, et al., 2014). The conflict of this case is related to the Intel company that opens in China itself and the Chinese negotiators and American negotiators affect the activities and functions of the company. There are several strategies used for conflict resolution. The main three strategies are discussed below- The value-creating strategies need not to be abandoned. These strategies create a proper process in managing the conflicts. Use the time for achieving the advantage. This is one of the process used in resolutions of conflicts. The emotional response needs to be avoided,as emotional response affects the overall process in a large manner. The negotiation takes place under the surface. C. Characteristics of language and use of non-verbal communications. Language has different characteristics that manage the communication process in the overall process of negotiation. The different characteristics of language include: Languageissocial:Languagepossessessocialgroup,thecombinationofan indispensable set of rules which helps to interact with the humans. The set of signals used for communication among humans by the language. Language is systematic: The system of arrangements is included in the language so the language is called systematic. Language is symbolic: Language includes a combination of symbols and used to denote the objects Use of non-verbal communication and active listening The non-verbal communication is more effective as it helps the people to reinforce and modify the words. The non-verbal communication includes the facial expression, tone of voice and body language. This also improves the negotiation and manage interactions among the people by the proper process (Robbins, et al., 2014). The negotiator's relationship becomes
Management6 proper by using non-verbal communication. The Intel China management team and Chinese state government officials need non-verbal communication to becomes a proper process. Active listening is used to manage the counselling, training and solving disputes in the process. The Intel China and America affect the overall process and active listening creates the propermanagementandmanagestheoverallconflictsoccurredduetonegotiation.The negotiation creates conflicts and this can be managed proper active listening. .
Management7 Q3.A. Hardball tactics in the distributive bargaining process The hardball tactics are important in the distributive bargaining process. The hardball tactics need to show your style in every business deal. Hardball negotiations are thought of as distributive negotiations. The negotiation occurred between buyer and seller and this is used to hardball tactics. The hardball tactics are used as the key to success. The hardball tactics are used to get rid of the negotiation and these tactics are used as a treatment for the differences occurred between buyer and seller due to negotiation (Gallois and Giles, 2015). There are several hardball tactics used in the distributive bargaining process. The two main hardball tactics are described below- Extreme demands that followed up by small, slow concessions This tactic is most common hardball tactics that help to protect the dealmakers form making concessions quickly. This tactic helps the parties in managing the type of negotiation. The buyer can achieve all the goals and objectives b using this tactic in the process of bargaining. They don’t be rattled by an aggressive opponent. Commitment tactics This is also another important tactic that manages the conflicts occurred in the buyer ad seller due to the process of bargaining. In this opponent says that he has some restrictions to negotiate with you and he can only manage limited discretion. These commitment tactics are real and genuine. By using these tactics, one can deal with the person who required to do business with you. For example, these tactics manage the negotiations occurred between buyer and seller in any type of business. B. Cultural differences from different nationalities of the property seller The cultural difference occurred in the international trade as the culture of both the business are different and they cannot understand each other perspectives. This can mainly affect the property seller and potential buyer. This is all occurred due to the property negotiation. The buyer and seller are much more affected due to the cultural differences occurred among business trade. The cultural differences highly impacted the negotiations like the negotiation occurred
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Management8 among China and America (Wertheim, 2016). The international business affects the buyer and seller negotiations as per the cultural differences. In the Hofstede model of culture, the several dimensions need to consider in the international negotiations. Power distance Some of the countries have different levels of power and these powers are only analyzed internally and not be analyzed by outsiders. For example, in Russia, power tends to be concentrated on top. Individualism/collectivism The people in a culture think ourselves as an individual or a collected group. For example, in the United States people achieves a high score in individualism and people in China achieves high score in collectivism (Mazei, et al., 2015). Masculinity/Femininity Society endorses the elements that affect the characteristics of Masculine and Feminine. For example, aggressiveness and competition are considered as male characteristics while the focus in relationships and cooperation considered as female characteristics. Uncertainty Avoidance This described that someone os comfortable with uncertainty situations. Some cultures are different from ambiguity. As it also impacts the negotiation due to the cultural differences.
Management9 Q4. Ten best practices of negotiation strategy and example of these practices I need to attend an interview for the job of the IT manager. So, I need to understand the negotiation strategies that help me in conducting a successful negotiation with the employer. As an It project director, I need to analyse the best strategies of negotiation (Elfenbein, 2015). For managing proper negotiation, the strategies need to understand which are discussed below- Firstly, it is important to listen and understand the point of view of other parties I need to understand the listening process and understand the point of view of other parties. For negotiating the employer, the listening is important. So, I need to understand the point of view of the employer. It is essential to listen to me. The point of view of parties needs to understand the proper employment. Be Prepared It is important to prepare before using the negotiation in employment. The preparation of negotiation is more important as it affects the overall process of the negotiation. I need to prepare before understanding the strategy of negotiation in the overall process. Review the small deals that need to be completed by the other side and it affects the agreements (Brett,2017).Theproperunderstandingofofferingsandpricingfromtheparty competitors. Understand the deal dynamics Deal dynamics is important for negotiations and it is more crucial in negotiation. The deal dynamics need to understand the overall process of the timing constraints. The leverage negotiation is affected by the deal dynamics. Always draft the version of the agreement The version of the agreement is also included in the negotiation. I need to manage the agreement for the proper analysis of the draft (Ozmec, et al., 2015). This is one of the most important negotiation strategies used to manage relations with the employer.
Management10 Keep the negotiations professional and courteous I need to make the negotiations professional and courteous so that all of the processes need proper with the employer. The negotiations need to done properly for the betterment of the business (Berridge, 2015). Professional negotiation improves the overall process with the employer. Time is the enemy of many deals I need to understand that time is the enemy of the several deals as due to the time issues the several effects are created. I need to understand that the longer deal takes to complete, the more issues get created in the deal. This creates several negotiations in the overall process of employment. Identify the real decision-maker I need to identify the real-decision maker to make several decisions regarding the negotiation in employment. As it is important to use the negotiation strategy for taking several decisions in the overall process. The real decision-maker affects the process of employment in a proper manner. Don’t get hung up on the issue I need to avoid getting stuck in the issue and manage the issues occurred in the overall process of the employment. It is best to avoid the issue and achieve progress. Ask the right questions I need to ask the right questions and manage the overall aspects of the business. The right questions need to be managed properly. Never accept the first offer The first offer need not accepted to make a better impression on the overall process.
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