In the case that Professor Zhao gave us we can see clearly that Mr. Moto met with a lot of serious problems in an intercultural negotiation. And all these problems had a bad influence on the international connect. The case also has left us two questions. The first is that whether the different between high context culture and low context culture is that important and whether the difference will destroy the negotiation if one can’t handle it properly. The second question is that whether the only solution for the conflict is to give up one’s own culture and accept everything in another culture.
The first question
So let’s first deal with the first question that whether the difference between two cultures is so important. In my opinion this
…show more content…
In their mind the negotiation is the game of the profit. Once they reach the balance point the negotiation can be over. So here we can see that the core difference between the two cultures is trust. In the high context culture people don’t trust others, so they want to build relationships to reduce the danger of being betrayed. All the other non-verbal behaviors is a way to show one’s respect and want to get the trust from others. While in the low context culture the trust problem is not that important, people will usually believe on what others had said and not suspect on others. So when the two different cultures meet, the person in high context culture will usually find it’s very difficult to believe in the person in low context culture. Also when showing the respect by the non-verbal way such as gift or name card the person in low context will very likely doesn’t take it seriously and this will made the person in high context culture feel being offended and he is losing face. So from the analysis we can see the reason why the difference of the two cultures is so important. It’s very difficult to say whose fault it is, but both of the cultures will think the other unacceptable.
In my own experience I have also met with such kind of question. Once I had a lunch together with a guy called Josh from America. At first I introduced myself very politely and asked some questions about him, but him ignored my