Cultural Issues in Managing Negotiation

Cultural issues in managing
negotiation

Contents
Introduction.........................................................................................................................................3
Main Body............................................................................................................................................3
Cultural issues in managing negotiations......................................................................................3
Essence of ethics in negotiations and essence of difficult negotiations.........................................4
Conclusion............................................................................................................................................4
References............................................................................................................................................5

Introduction
A negotiation is a strategic debate that addresses a problem in a way that is agreeable
to both parties. Each party in a negotiation seeks to persuade the other to agree with their
point of view. By bargaining, the parties concerned attempt to avoid arguing and agree on a
solution (Bell, and Harrison, 2018). In the organisation to manage the negotiation is
important as it helps in building better relationship and offers quality solutions which
supports in avoiding future conflicts and problems leading to constructive interaction for both
parties. The report will cover cultural issues in negotiations and essence of ethics in
negotiations.
Main Body
Cultural issues in managing negotiations
The culture has four dimension which is considered in negotiations such as power
distance, individualism or collectivism, masculinity or femininity and last uncertainty
avoidance which puts impact on the negotiations. The culture in the negotiations is broad
concept which describes human mentality and behaviour such as languages, approaches style
etc. different culture affects the individual behaviour in negotiations and cultural differences
needs to considered to determine hierarchy of negotiating objectives. In managing negotiation
several issues arise such as-
 Cognitive bias- It is also known as misperceptions which basically arise out of
conscious awareness as negotiators in gathering and processing information. Being
aware of the negative implications of misperception is the best method to handle
them. It involves the example of false conflict, egocentrism, over confidence etc.
 Perception errors- Perceptual distortion is a regular occurrence in negotiations. A
perception of the other party may be influenced by the perceiver's own needs, desires,
motivation, and personal experiences. This can lead to perception biases and errors, as
well as communication difficulties. Example, exaggerated optimism and excessive
self-confidence (Daniels, and Wosicki, 2020).
 Emotion biases- In the negotiation the emotion causes biases which means a
negotiator may respond irrationally or illogically as a result of information processing
flaws. Emotions may be managed to some extent, but different emotions can have
distinct good and bad effects on a negotiation. The negative emotions come with high