(Business Negotiation) Select any two countries or World regions (like Essay

(Business Negotiation) Select any two countries or World regions (like Asia, Europe, or North America) and using the academic li - Essay Example There is a significant contribution made by culture during international business organizations, and this has an influence on the transactions (Jiachu, Shifi & Li, 2000). Nevertheless, the paper will explore substantial factors that affect the business negotiations between America and China, which will be based on an evaluation of the cultural differences between these countries. CULTURE Interdependence between countries, people and businesses establishes the significance of national cultures. In fact, culture refers to a pattern of behaviors, norms, convictions, values, which are socially transmitted among the community members. Therefore, culture has a substantial influence on people’s thinking, communication and behaviors; thus, becoming a serious source of influence to the aspect of negotiations (Salacuse, 2004). Moreover, culture and nationality among different countries are not the same, while culture is distinct; thus, the paper will focus on the Chinese and American cu lture. There is an immense influence on Chinese culture by traditional philosophies such as Confucianism and Taoism. These philosophies focus on virtual like patience, harmony in relationships and instincts of survival (Faure, 1999). Americans have been identified by their individualism, though they are also known for their value for networking and information. WAYS CULTURE CAN AFFECT NEGOTIATIONS Negotiating Goal People of different culture have varying objectives of engaging in negotiation, there are those who focus on reaching a deal and singing a contract, while others perceive this as a commencement of a long-term association and this emanates to a contract. For instance, in China, there is a focus on creating an interpersonal relationship before establishment of a commercial transaction. In fact, these behaviors are attributed to values of Confucianism; thus, Chinese people have a conviction that a business relationship should be based on interpersonal relationship (Graham & L am, 2003). Establishment of interpersonal relationship is aimed at fostering a relationship attributed to trust during pre-negotiation stage in China. On the other hand, Americans are known to lay lot of emphasis on the signed contract, since numerous negotiators in America are lawyers (Demers, 2002). In fact, there is a virtue acquired by the law students from their schools, which entail engaging in a negotiation with an objective of acquiring a signed contract. Moreover, the Americans consider reaching at an agreement as the final stage of the negotiation; thus, they have a great adherence to the details. Furthermore, Americans have a tendency of rushing to the preliminary stage of a negotiation, which creates a high chance of misunderstandings, and it leads to adverse effects to the process of negotiation. Negotiating Attitude There are forms of attitudes attributed to parties engaging in a negotiation, which are a win-lose or win-win attitude. However, negotiators with a win-win attitude have a perception of a negotiation being a collaborative effort aimed at ensuring that parties have established a mutual beneficial arrangement (Bazerman, Curhan, Moore & Valley, 2000). However, negotiations with parties having a win-lose attitude are focused on ensuring that at the end of the negotiation one party has lost. Nevertheless, Americans and Chinese share a