Cell Phone Negotiations Essay

1093 Words Apr 1st, 2012 5 Pages
Cell Phone Negotiations Monique Wilson MGT/557 April 9, 2012 Marie Smith

Cell Phone Negotiations Conflicts and disputes in negotiations arise because of a number of reasons. Opposing interests, cultural, gender, personality, and emotional differences are contributing factors as well. Culture is an important dimension of international negotiations. According to Vochita (2008), it is an ingrained behavioral influence which affects the way collective groups approach, evaluate, and negotiate opportunities for international business. This paper will evaluate how the influence of the aforementioned differences will play in cell phone
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Collectivistic teams integrate individuals into cohesive groups that take responsibility for the welfare of each individual (Lewicki et al., p. 451, 2010). The Chinese team will place a heavy emphasis on loyalty when negotiating with the United States team. If the United States team seeks other buyers because they cannot foster a deal with the Chinese team, it is likely that the Chinese team will never do business with them again. Personality and Distance As discussed previously, individual characteristics affect the outcome of negotiations. Couple individual characteristics with differences in personality and one has the perfect environment for potential conflict. Individual differences in conflict management style have been correlated with other dispositions (Lewicki et al., p. 423, 2010). For example, individuals from high-context cultures, such as the China team, adapts to their close colleagues and good friends. They are easy to trust them and therefore communicate more effectively. In addition, a negotiator with trust issues must gather more information to determine if the other party is likely to be deceptive or deceitful (Lewicki et al., p. 425, 2010). The all-male United States cell phone team is a low-context group. They do not provide much information; just what is required. Individuals differ in their interpersonal trust because it is based on the

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