Weiss (1993) discovered twelve variables in the negotiation process which will lead to understanding negotiating style better.
Different organizations view the purpose and process of negotiation in different ways. Negotiation may be seen as a discord where one part wins and another manages to lose, as a competition to recognize who is best or as a collaborative process to formulate some executing. The winner of a negotiation in some countries is the one who profits the most concessions, whatever the value of the concessions.
Every group chooses negotiators based on a variety of factors. Negotiators may be chosen on the basis of their prior experience, their position, knowledge of a specific subject matter, or personal attributes.
Different communities stress different aspects of the discussions. Some communities stress substantive issues immediately related to the contract while others stress human relationships.
Different groupings have their own particular etiquette associated with the negotiation process and their adherence to protocol varies corresponding to its perceived importance. Protocol factors that needs to be considered are present giving, entertainment, dress rules, seating arrangements, numbers of negotiators, timing of breaks, and organized duration of the procedure of negotiations.
Different groups communicate in several ways and are convenient with one or another form of communications. Some groups count on verbal communications, others on nonverbal. Some groupings rely on one method, others combined. The more various method of marketing communications, the more technical is the communication framework and the greater care must be given to understanding the framework.
Different groups attempt to persuade others and are persuaded through a number of different kinds of quarrels. Some count on facts and reasonable arguments, others on traditions and the way things were done before, still others on intuition or feelings and others on the beliefs associated with a specific religion or school of thought.
Individuals play different tasks in various societies. In some groups, the individual is seen as very important and a particular individual's success or failure can be based upon the outcome of the negotiation process. In other categories, folks are subordinate to the house negotiating party and personal ambitions are contained.
Trust is essential if groups are going to work together with their mutual benefit and all groups seek to determine trust with the other celebrations in the negotiation process.
Negotiation will involve a degree of risk because the final outcome is unknown when the negotiations begin. Different categories view uncertainty and risk as relatively desirable or unwanted.
The value of energy differs in one group to some other. Some individuals view time as limited then one to be used prudently. Others view time as plentiful and always available, therefore they are more likely to expect negotiations to progress slowly and be versatile about schedules.
Decisions are made differently in different groups. They may be made by individuals or by the group all together. Some groups acknowledge your choice of the majority of the group participants. Other organizations seek consensus among group users and will not make a decision until all member have agreed.
In some civilizations, written agreements are expected; in others verbal agreements or a handshake is accepted. In a few cultures, agreements are in depth and lay out as many factors as possible. In others, wide-ranging general contracts are preferred with details to be worked out as they arise. In some ethnicities, agreements are expected to be lawfully binding, in others, there may be little beliefs in legal deals and much more emphasis is positioned on someone's obligation to keep his / her word.
Chinese Negotiation Style
China is likely to be used to demonstrate that culture influences negotiation style. From Tony (2006)'s research, there are three main Chinese negotiation styles. The Chinese negotiation styles includes Maoist bureaucrat in learning, Confucian gentleman, and Sunlight Tzu-like strategist.
The Chinese negotiator as a Maoist bureaucrat always comes after government's plan when doing business. The negotiator combines business with politics, avoids taking initiatives, shuns responsibility, and anxieties criticism. The Chinese language negotiator makes sense and hard because he's trained by Chinese language bureaucracy daily where bargaining can be an important element (Davidson, 1987: Frankenstein, 1988; Lieberthal and Oksenberg, 1986; Pye, 1982).
Being a Confucian gentleman, the Chinese negotiator behaves identifies the common trust and benefit, looking for assistance and "win-win" solutions for everyone to succeed. He behaves quality value on trust and sincerity by himself part. He analyses contracting essentially as a continuing romantic relationship or problem-solving process rather than a one-off legal bundle (Deverage, 1986; Kindel, 1990, Seligman, 1990; Shenkar and Ronen, 1987). He associated business with 'guanxi', friendship, and trust. His negotiation strategy is characterized by cooperation, in essence.
As a Sun Tzu-like strategist, the Chinese language negotiator think negotiation is a "zero-sum game" and the marketplace as a battlefield (Chiao, 1981; Chu, 1991; Mun, 1990; Pye, 1982). He packages out to "win-lose" you, and never puts a stop to bargaining. The Chinese language negotiator is skilful, provided with a formidable a lot of Chinese language stratagems from his ancestors. Sun Tzu-like strategist adopts obviously very soft but essentially tough practices in negations. His negotiation strategy is characterized by competition.
Managerial implications
Sending the right team to make a deal in China is extremely important, the status of the team members will directly impact the frame of mind of Chinese coordinator organization toward your enterprise. Your team head should be considered a person with charismatic attraction, an individual personality, reliability and sufficient specialist to make a key decision.
It is vital importance showing the Chinese language the politics support and governmental backing behind your China missions when negotiating large industrial high-risk B2B assignments in China. The Chinese government is an importance player in business networks (Kock 1995).
When getting into a china enterprise makes sure you realize the real Chinese language negotiators. Despite the large Chinese language team with many participants, the true Chinese negotiators tend to be absent from the negotiation room. By determining and negotiating with the true Chinese negotiators, you might, as a Chinese language proverb mentioned, "Get twice the effect with half the effort. "
The no. 8 8 is adored (whereas the quantity 4 is disfavoured) in Chinese culture. So make an effort to use design 8 numbered products for China as a metaphor to enunciate the value of respecting and learning Chinese language sociocultural attributes.
From the perspective of Confucianism, China is a familistic world in which it requires the perfect time to build trust between non-family members. "The Chinese language distrust fast talkers who wish to make quick discounts" (Pye, 1982, p. 92). When you are patient, tolerant, peaceful, persistent, and honest in working with the Chinese, you will eventually win the Chinese heart and soul and trust.
