Negotiations Case

Negotiations

Part 1: Sky scraper project

As globalization progresses so does the need for better understanding of cultures other than our own. There are a lot of differences in the culture between all four of these nations. The best way to overcome possible communication barriers is to educate your staff prior to arriving in any country. Having someone from the Peace Corps or the embassy who knows the customs and culture can lead a session on things to be aware of and things that are different between our country and theirs. In general when you are in Rome, you want to do as the Romans do, unless their practices are considered illegal. (I.e. Bribery) No matter where you venture in this world for personal or business, you must be aware of the cultures of where you are and the differences between the people that live where you do and the people that live in the country that you are visiting. Respect and knowledge will get you far when overseas.

It is time for construction to begin; however, before we can proceed it is imperative that we develop a general understanding between all parties involved of each of his cultural sensitivities. Our goal for this project is to build the tallest skyscraper in the world. This skyscraper will be located in Rio de Janeiro. All financing for this project is being given generously by Dubai. Materials will be provided by China. All technological and engineering will be handled by Germany. All laborers will be hired locally and managed by the United States. With so many countries involved is imperative that we are understanding and sensitive the lives cultures. Because of this we will meet in the United States for a big meeting to go over the project scope in project plan and to get to know you one another. In situations like this cultures tend to stick with their own culture. When getting any big group of people together from different areas cultures or nation there is often an occurrence of separation. We see this every day in high school student clicks that are formed whether they be Jock clicks, the nerds, or the nobodies and we see this in this meeting today. When people of many nations gather, it is natural for people of the same nation to want to mingle together. This separation of people by their own cultures is a culture phenomenon. This phenomenon is referred to as ethnocentrism. "Ethnocentrism is the belief that your own cultural background, including ways of analyzing problems, values, beliefs, language, and verbal and non-verbal communication, is correct." (pg.10) because of this belief system and the communication issues that occur between cultures is almost easier to remain with their own culture. Another term that reflects this situation is called the cultural divide. The cultural divide is simply as it sounds cultures divided into their own subsets that of blending together. This cultural divide can be caused by many things including everything listed under ethnocentrism.

Lack of intercultural communication and interactions can be explained in many different ways. Cultural barriers exist in the very essence of each human being in the culture either values, beliefs, language, and nonverbal and verbal communication. The main barrier that exist between all human beings is communication. Communications between cultures can be hindered by physical, cultural, perceptual, motivational, experimental, emotional, linguistic, nonverbal, and competition. If you cannot truly see and understand the culture then this is in itself a barrier. When people are faced with differences they make the choice to remain comfortable in this instance comfortable ability would be associated with remaining with an conversing with people of their own culture race and background. The only way to resolve these issues through communication, understanding, and patience.

In order to prevent this separation we must understand each other's cultures. Let's take a look at the cultures involved. With countries like China and Dubai hierarchy and maintaining face are imperative to the success of a business arrangement. These two countries as well as Rio de Janeiro are collective societies. This means that they value the success of the group over the success of the individual. This is true whether they are at home with their families or in the office. Meaning that their societies are based on being part of a group whether it's through work, school, or family. The group that they associate with defines them and because of this they will put aside all of their own feelings in order to appease the goal or values of the group. For countries like Germany and the United Statees we must consider that they are individualistic societies. Countries who are based on it did individualistic needs are worried about their own progress and value the progress of the individual instead of the concepts of valuing what is best for the team or group. This is important when trying to cross cultural barriers because Germany's and the United States's need progression of the individual involved in the project could be perceived as selfishness and warrant a decision to close business relations. All of the collective societies will find that they have the common goal of making sure that the group succeeds. Their desire for the success of the group of businessmen in this venture will push them to begin the process of breaking down cultural barriers.

All of these cultures have a strong educational base. Politics are never discuss in the business environment to prevent possible offensive conversation. Most cultures in this group of businessmen are open to getting to know each other prior to doing business. We have learned many lessons through cross culture communication over the years and one of the most important lessons we have learned is that on non-verbal communiation. This is important in this meeting setting due to the fact that many of these cultures involved in this business agreement value nonverbal communication. The boisterous actions of an American or that of the Germans may prove offensive the Chinese, Brazilians, and those from Dubai or make them uncomfortable. These are the things that must be considered when trying to bridge the gap between cultures. Countries like the United States of America and Germany communicate nonverbally without being aware of what they are saying and this is called nonverbal leakage. Nonverbal leakage happens very often in business settings due to people being unaware of how they're communicating nonverbally. There are many aspects of nonverbal communication such as Chroemics, Prosemics, Oculesics, Olfactics, haptics, Kinesics, chromatics, and silcence. As you cross cultural barriers nonverbal communication can prevent business from being accomplished. In