The Influence of Cultural Values ​​on the Rhetoric of Negotiations

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According to Katz (2008), there is a greater variety of commercial cultures and styles in the United States than in any other nation. Americans are usually accepting of unusual negotiation artistic styles and habits. However, American business people think their values and culture is superior (para. 1). They are known to have several characteristics when negotiating; arrogance, risk-takers and impatient. They are also known to focus on the contract and usually find anything outside the boundaries of the deal as extreme. China’s history has shaped the minds, values, and beliefs of its people. China thinks regarding the whole, and American think concerning individualism.

According to Sham (2010), the Chinese negotiation exists as a device for creating trust, so that parties can work for the benefit of both. The negotiation process enables parties to reach an understanding of specific issues. Mutually unfavorable perceptions can accompany significant differences in negotiation style and culture. Americans may see Chinese negotiators as unproductive, unclear, and perhaps fraudulent, while Chinese perceive American negotiators as detached, emotional, and overly focused on the gain.

South Africa, according to Worldspeaking (2011), is a very diverse country. There is a variety of cultures; with different practices. They value personal achievement and competitiveness and are goal oriented (just like Americans). Like Americans, South Africans are direct and say what they mean when negotiating. They do not require a personal relationship before making decisions. However, China, value trust and loyalty when negotiating. It is normal for them to meet over dinner, lunch, or a barbecue when negotiating. Gift giving is considered bribery.

According to skilNegotiators are selected according to their skills, and fluency of their knowledge of the culture; their abilities to communicate with those they are negotiating. For example:

  • American negotiators would be able to read body language and acceptant of cultural styles and habits. They would have a personality of risk takers, exhibit impatience, and focused on the contract, according to research.
  • China negotiators would create lasting relationships. They are personable, not impulsive, or focused on the immediate gain. They would possess a trusting and loyal attitude when negotiating.
  • China believes the contract is not the reason for complying, but doing the right thing, according to research.
  • South Africa, like American negotiators, would be direct in their conversation. However, their meeting places are not always in the office; they meet over lunch, dinner and or barbecue

Effective business negotiation is a core leadership and management skill. Business negotiations are critical to being creative in a business setting. Business negotiation strategies include splitting the problem into small parts, considering important deal terms, and having to brainstorm new ideas (Staff 2018, para.4). Overcoming cultural barriers in negotiation is critical. Effective communication with international clients hinges on both effective negotiation techniques and an understanding of cultural differences (para. 3). The strategies proposed for negotiating with these countries are:

  • Be patient. Lasting deals take weeks, sometimes months to transact.
  • Make high-level contacts to find negotiators who are flexible and practical
  • Avoid making rushed decisions. Make commitments that benefit (para. 3).

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The Influence of Cultural Values ​​on the Rhetoric of Negotiations. (2022, Dec 06). Retrieved from https://samploon.com/the-influence-of-cultural-values-on-the-rhetoric-of-negotiations/

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