Importance of trust in negotiations and analysis

Management 1
BUS356

Management 2
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-term relationship and the trust is responsible to solve several conflicts among the
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.
The cross-cultural negotiation is affected by American negotiators and Chinese
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).

Management 3
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.

Management 4
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 negotiations as it creates the value-creating process 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
developed for managing the negotiation. By the process of the communication, 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