NCM 512 Mod 4 case
Pack Your Bags – We Are Going Global! This statement clearly shows that we are expanding from our local market to international markets. This is where we are meeting as a people from very different backgrounds and cultures.
According to (Downs, 2008), negotiation is the means used by two or more parties in order to come to a common agreement. The agreement is the solution to a disagreement or a difference, which is reached through communication. Communication has a no exact meaning; it can be termed as way of transmitting messages from one point to another through media and channels of communication. Communication can also be viewed as how meanings are produced and how they get to be exchanged (Fiske, 2002). For negotiation, one has skills of brainstorming, nonverbal communication, and a good planner who questions and evaluates needs (Downs, 2008).
Both the Far-East and the Westerners the art of negotiation is practiced. There are differences and similarities in both set ups. A research was carried out on American and Vietnamese students about negotiation situation.
Winner or a loser
When a negotiation is taking place, there is the aspect of emergence of a winner and a loser. The survey carried out shows that Vietnamese students say that, in negotiation there must be a winner and a loser. The American students perceive that in a negotiation it is always a win-win result. In negotiation, it is a unique contest where both sides can and should win. In a true negotiating game, the outcome should be a win- win for both parties, generally known as a winning game (Tirella & Bates, 1993). The negotiation perceptions about culture, both Vietnamese and Americans have a common ground that their cultures support negotiation. I feel that the Vietnamese take bargaining on a very serious note. Since they have a winner and a loser by the end of the day the winner will be on a very much better position than the loser, hence, they will take keen interest while bargaining. On the other hand, the Americans do negotiate in mind that everyone will win. I feel this a little bit weakens the negotiating power though a sense of consideration brings out itself.
There is a sense of pride in being an effective negotiator. Both the Americans and Vietnamese believe in their negotiating power. The American percentage of believing their effectiveness is high than that of Vietnamese. The Americans can use their negotiation skills in any circumstance that arises in their daily activities. The Vietnamese on my view have a bit of pride with their negotiation skills whereby they mostly use them when they think it is necessary. Both do value the other party they are negotiating with. They give them time to say and proof their arguments. An effective negotiator puts in line negotiation goals he learns during the negotiation period, has interest for both sides and creativity to tackling them, able to identify possible barriers to possible agreement and knows how to form coalitions (Luecke, 2003).
There are both males and females in the society and every gender differs a lot from the other. In addition, same genders from different society background differ somehow. Vietnamese feel that they will eventually win if they are negotiating with a woman. They have the inbuilt perception of women surrendering easily. I wonder the diminishing degree of lowering the women to that extent. That is not a right perception since despite being a man or a woman facts and mutual agreements will be the base line for both. Americans have integrated both men and women in the field; they have no discrimination of gender. This shows a valued right of expression and diversity.
Lessons learnt negotiation session with the Far Easteners
There is a high possibility of discrimination of women in the negation. The Vietnamese prefer negotiating with women, considering they want a win situation increases the chances of inequality. They will most probably not let the woman give her points or ideas on the negotiation table. When making conclusions they will consider their points more than the woman’s will.
Back out of the negotiation
For effective negotiation to occur the parties involved in the negotiation must be actively involved in the negotiation. Everyone should be given a chance to give out his or her own ideas and contribution fairly (Luecke, 2003). The far Easterners portrays some characteristics of selfishness, they want to participate only in places where they think they will win. I can foresee that in case they realize the negotiation agreement will favor you, there is a high possibility that they will back out of the negotiation.
Win or lose
The Vietnamese have a strong believe there must be a winner or a loser in the negotiation. They apply the rule of survival for the fittest and they want to be always the winners or survivors of the game. For a fare and right negotiation, there must always be a win win. Every party benefits and do not feel oppressed (Tirella & Bates, 1993).
Downs, L. (2009). Negotiation Skills Training. what is Negation? Illinois. Versa press.
Fiske, J. (2002). Introduction to Communication Studies. Social Science. London. Routledge. copyright.
Tirella O.C., Bates, D. G. (1993). Win-Win Negotiating. Technology and Engineering. Colorado. ASCE Publications
Luecke, R. (2003). Negotiation . Business and Economics. Harvard. Harvard Business Press.
Van, D. T. T. (2009). A Comparative Study of Vietnamese and American Customers’ Behavior in Negotiation Style and Implications for Global Pricing Strategy. Journal of Global Business Issues. Burbank. Iss. 2, p. 25-32 (8 pp.)