Discuss the stages in the negotiation process and how culturally-based value systems influence these stages. Specifically, explain the role and relative importance of relationship building in different countries. Discuss the various styles and tactics that can be involved in exchanging task-related information. Describe differences in culturally-based styles of persuasion, and discuss the kinds of concession strategies a negotiator might anticipate in various countries.

CONCESSIONS AND AGREEMENT, PREPARATION, RELATIONSHIP BUILDING, THE EXCHANGE OF TAX RELATED INFORMATION, PERSUASION

Explanation:

STEP 1

The negotiation process has five distinct stages which are:

CONCESSIONS AND AGREEMENT  

There may be overlap in the tasks involved in various stages.

The preparation stage,not only adequate research on the subject to be negotiated has to be carried out but also adequate background study on the culture of the negotiating team need to be well done.proper understanding of there own styles and the area of difference with the culture of the negotiating team would go a long way in avoiding unpleasant surprise.

Relationship Building:this stage involve getting to know the negotiating team members.this is essential and more elaborate in some culture such as countries in the middle east.in some other countries such as in the USA,it is likely that without too much preamble,the business topic to be discussed is brought to the forefront,both parties in the negotiation should have an appreciation and understanding of each other's relationship building process,otherwise the negotiation party can easily or quickly collapse.

Exchange of task related related information: This normally involves one party making a presentation followed by a question and answer session.the other party follows the same procedures ,the type of straightforward approach is  followed by team member of the u.s.a.teams from some other countries such as mexico may have a style of presentation of minimal concept.they are normally suspicious and indirect,some others such as the french may interrupt the presentation at every page,beside arguing and debating about even mere trivial matters,some others like the Chinese may ask very detailed and specific questions on the presentation which may require the negotiating team to compromise of requisite technical experts to answer all the queries.even the Russians go into minute details.it may be a good idea for negotiators to practice reversal of roles so that all aspects of roles can be covered.

Persuasion: this is the process of give and take and may take several rounds of meeting,sometimes mediators may be use for reaching an agreement, understanding each other positions and the "cut and thrust" employed for hammering out an agreement may be prolonged and arduous. Germans have a direct way of communicating there position.The Japanese have an indirect way of negotiation and persuasion. The verbal and non verbal form of communication becomes very important.some negotiators try to wear down the other party by using various tactics including what are euphemistically termed as "dirty tactics".the key objective in persuasion is in making minimal concession to arrive at an agreement.

Concessions and agreement: this procedures and tactics used in different cultures is different in some cultures such as Russia and Chinese cultures,extreme positions are taken to start with,in some other like Sweden,very clearly what is realistically feasible is proposed.in cultures such as USA,the individualism trait is the predominant features in negotiation compared to the collectivism traits in Asian cultures.Similarly,culture such as in USA,the negotiations and agreement are reached point by point or clause by clause,whereas in Asian cultures negotiators approach issues in a holistic manner.

The final contract is sacrosanct in U.S.A and is taken seriously.Russians take the contract and may often renege on signed contracts,in some other cultures such as the Japanese culture,once an agreement is reached,it is a word of honor.to follow up a verbally agreed contract with a written one will be considered an insult.

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