IBUS2001 Cross-Cultural Management And Negotiations

IBUS2001 Cross-Cultural Management And Negotiations

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IBUS2001 Cross-Cultural Management And Negotiations

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IBUS2001 Cross-Cultural Management And Negotiations

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Course Code: IBUS2001
University: The University Of Newcastle

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Country: Australia


According to Malhotra most of the costly mistakes in negotiation occur before anyone sits down at the table. Brooks discusses the importance of preparing an emotional strategy for negotiations. How can you better prepare yourself for future negotiations based on the insights from these two articles?

Have you ever experienced a cross-cultural negotiation? Maybe you were buying a car or trying to decide on a topic for a group assignment. What difficulties did you encounter? After having read the Meyer article, what could you have done better?


The cross- cultural negotiations play an important role in maintaining the efficacy of communication. Malhotra (2015) stated that the identification of the cultures helps in understanding the type of expression that might be utilized in order to link with the cultural trend. On the other hand, Brooks (2015) stated that sentiments and emotions play a major role in maintaining the standards of the cross- cultural negotiations. Cross- cultural negotiations helps in identifying the issues that are faced by the people due to their cultural shifts and thereby undertake steps to mitigate the same through strategies. The involvement of the emotions needs expressions, which will be helping the individuals in stating their concerns more vividly.  The authors portrayed the manner in which the cross- cultural communication can be initiated overcoming the different barriers that are posed by the language differences and the like. It has helped the individuals in maintaining the uniformity of the communication process.
On the other hand, the differences in the mentality and perception of the people greatly influence the success of the cross- cultural negotiations. Globalization has brought about changes in the social systems and minimized the cultural gaps between the different communities. In different situations, however, the cross- cultural communication face different barriers related to language changes and clash of interests and culture of the people. Malhotra (2015) stated that the identification of the cultural contexts would be helping in promoting the key elements of the cross- cultural negotiations. On the other hand, Brooks (2015) stated that the emotional and psychological factors help in identifying the success of the cross- cultural negotiation that is undertaken by the people.
Meyer (2015) stated in a research that the different ways in which the cross- cultural conflicts can be mitigated are dependent on the different cultural background and the manner in which people express themselves. The effectiveness of the cross- cultural negotiations will be helping the individuals in maintaining their understanding of the different cultures, which will be helping to overcome the different barriers that are posed through the cross- cultural contexts. The aim of undertaking the discussion is to identify the different situations and the manner in which the cross cultural negotiations might be entertained.
The different issues that are faced by the people are based on the differences in the language and heritage. Language and expression forms the major part of the issue while interacting in a different cultural scenario. Failure to express the feelings acts as a barrier to effective communication. Meyer (2015) stated in the research that the different cultures contain diverse forms of expression. Therefore, the adaptability of the person helps in understanding the proficiency of the same in understanding the different situations and thereby expresses their own feelings. Meyer (2015) also stated that the identification of the different cultural bridges would be helping to reduce the issues relating to the cross- cultural negotiation. The efficiency of the cross- cultural negotiation is based on the adaptability of the individuals and the manner in which the expressions correlate to the host culture.
Brooks, A.W., 2015. Emotion and the art of negotiation. Harvard Business Review, 93(12), pp.57-64.
Malhotra, D., 2015. Control the negotiation before it begins. Harvard Business Review, 93(12), pp.67-72.
Meyer, E., 2015. Getting to si, ja, oui, hai, and da. Harvard Business Review, pp.74-80.

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