Negotiation Techniques
Negotiation Techniques

Negotiation Techniques

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  • Pages: 20 (9929 words)
  • Published: November 9, 2021
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Question One

Negotiation skills are core when conducting any business, be it locally or across borders. Caution has to be taken when it comes to doing business across borders since different people have different cultures. The case is not different when with doing business with Taiwan. As an import manager who needs to import toys for Christmas from Taiwan, several parameters need to be considered.

Cultural differences have a great effect on the negotiation styles applied in any business, this answer attempts to identify effects it has on international business also identifies areas that might provide a basis for future research. Research has it that for the past thirty years, countries like Taiwan has grown through most dynamicity in economic growth. The country has had the fastest rate of economic growth in the world. As a result of this, many people who conduct business and investment are interested in finding out the feasibility of marketing strategy in the country (Zhou 2009, p.90). According to research, the country has attracted more than thirty percent of all foreign investments in the ASEAN countries (Zhou 2009, p.80). Having this in mind, making good negotiation skills would be easier.

The skills involve developing lasting relationships and making real connections which are very crucial to the international business. The techniques are handy in conducting business profitably in the increasingly borderless world we live in. as an import manager, it goes without saying that one need to learn and adapt negotiation skills that fit international levels. They need to navigate through foreign cultures with ease (Zhou 2009, p.72). Some skills might work we


ll locally but fail to do well when applied across borders in different cultures.

An international import manager needs to utilize skills that draw standard of their best practices, outstanding cultural awareness and diplomacy, and sharp communication skills. They need to practice their experience gained from doing local business transactions. These are the skills got from managing teams, partners or suppliers. Multicultural business leadership skills play a vital role in working for an international concern. These skills include the following: Cultural sensitivity, being multilingual, and global management philosophy. These are the skills that would enable the manager to do a recommendable job.

When it comes to cultural sensitivity, the managers need to know how to adapt to different cultures that enhance business and personal growth. People feel better when their cultures are appreciated. To appreciate a culture, the manager would need to first understand how culture impacts business relationships (Zhou 2009, p.20). It might help in understanding how others interpret cues like tone of voice and body language. It as well helps one to appropriately use their negotiation skills, in moving deals successfully within the different cultures.

A Successful manager needs to be able to converse in more than one language. It is a plus for them since business people want to seal deals in the language they understand best. Although, when using the different languages, avoiding unfamiliar phrases and using shorter sentences could help individuals of different cultures to grasp the context of communication more easily.
In Global management philosophy, the manager should exhibit the ability to formulat

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strategies and management systems to take advantage of international opportunities, as well as to respond to changes in a sometimes-volatile international marketplace (Zhou 2009, p.60)

While no one approach to international management is perfect, each of the followings has distinct advantages and disadvantages:
As a manager, one should not try to show a conviction that their way of doing business is superior to others. The tendency to use the same management style as is practiced in the home country is not encouraged, not unless the manager has prior knowledge of the culture they are working in. The approach might be risky and could result in losing millions in sales or profits (Zhou 2009, p.11). The practice could harm a well-established brand and worse still lead to a serious business failure. The manager should be willing to learn and adopt different communication, diplomatic and negotiation skills to fit in different cultures. Focusing on the import management career, one will get plenty of opportunities to learn these skills. As the business world becomes smaller, one requires exhibiting skills that make them unique from anyone else.

The company from Taiwan that is required to send the toys for Christmas will do that if the import manager utilizes negotiation skills well. When it comes to negotiating on the price of the toy, the following skills come in handy. Maximizing one’s influence, having high-quality agreements, planning, and fairness. Different cultures use different negotiation styles, and a party‘s style in negotiating directly impacts the terms of the final agreement. One should understand that negotiation styles and cultural issues influence the behavior of the participants during negotiation.

In conducting business, Taiwan typically follows American and Japanese practices and retains some connections with Japan (Zhou 2009, p.13). One needs to understand that there are certain cultures that Taiwan has been known to exhibit for some time now. Taiwan requires to understand the context of the negotiation by both parties before doing business. In negotiations, they do thorough research about their partners. Mostly seek to be advised by experts and consultants before engaging into business. They have a habit of seemingly moving backward while moving forward to delay time. When negotiating, they take an adversarial, yet cooperative, stance against their opponent (Zhou 2009, p.22). They also tend to adhere to a baseline figure that they do not easily budge from them, however, seek to create a friendly atmosphere when negotiating. Regularly, they seem to ask for a concession from both sides (Zhou 2009, p.9). Understanding these traits helps in identifying the techniques to use when negotiating with anyone from that country.

Question Two

Good communication is the foundation of successful relationships, both personally and professionally (Mayer 2007, p.34). But as human beings, we tend to communicate with much more than words. In fact, research shows that most of our communication is through body language. Body language plays an essential role in communication and comprises of movements and gestures we during communication. It is, of course, true that actions speak louder than words we can pass say message without necessarily having to utter a word. Body language helps us detect different situations and occurrences. It

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