In response to peers’ post

In response to your peersâ?? posts, engage in a respectful critique of their proposed strategies. What weaknesses or dangers do you see in certain strategies and what strengths do you see in others? Engage your peers in a meaningful discussion on the impact of culture on the stages of negotiation. Use at least one scholarly reference.Refer to the Discussion Rubric for directions on completing these discussions.

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Response 1
Kathryn Borysewicz posted May 2, 2018 7:26 AM
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The 5 stages of the negotiation process are: prepare, information exchange and validation,
bargain, conclude, and execute. I believe the stage that would differ the most during the
international negotiation process as opposed to domestic negotiations is information
exchange and validation. This is the stage where both sides begin to engage with each other
and share information and explore options that address interests (Watershed Associates).
This stage may differ between different countries because what each party wants to get out
of the negotiation may be completely different, or their way of stating what they are hoping
to gain and discussing the other partiesâ?? needs could be different.
Most negotiations are done in English since it is the official business language, but even
though both parties are speaking that language, there can still be translation issues.
Different dialects can have different meanings developed for the same word (Mulkeen,
2013). Some countries speak more directly, while others have a quieter approach which can
send mixed signals about what they are hoping to get from the negotiation. If both parties
have different styles of communicating, it can negatively impact the interaction because
being too direct can sometimes be rude, but being too indirect can sometimes be passive.
These differing styles can also negatively affect the outcome. For a lot of cultures saying yes
does not necessarily mean they are doing what was discussed, it could mean they will
discuss the options with their peers, or itâ??s their intention to do it, while in other cultures
saying yes means it will be handled, so if a more direct culture is expecting something to get
done which does not happen this could be received poorly.
Some strategies that could help to overcome language barriers is trying to be as clear as
possible in what both parties want, and what their next steps are after the negotiating
process. When agreements are made, itâ??s important to clearly lay out what is expected by
both parties after that point to ensure everyone is on the same page.
Negotiation Stages Introduction. (n.d.). Retrieved May 2, 2018,
Mulkeen, D. (2016, September 12). How cultural sensibilities in language can affect business
negotiations. Retrieved May 2, 2018, from
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Response 2
Shari Scott posted May 3, 2018 11:46 PM
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Hello Everyone,
The module overview highlights Graham’s (1987) model of
negotiations with five stages ; relationship-building, information
exchange,persuasion,concessions, and finally agreement. I
would like to focus on the relationship-building phase for this
post. The text (Maude,2014) states “relationship-building can
improve trust between the team and reduce the risk of conflict
disrupting negotiations.”
Maude (2014) also states
“Relationship-building is a crucial stage which can make the
difference between failure and success in a negotiation.”
Relationship-building would be simpler for domestic
negotiations within the same country; whereas international
negotiations would be more difficult across different languages
and cultures. International negotiations involve doing business
with other countries that speak different languages and have
different cultural systems and beliefs. The text further states
that language and cultural barriers are major complicating
factors for international negotiations and have a significant
impact on the outcome of negotiations.
The language chosen for the negotiation process is very
important as that the will be language used for all interactions
until an agreement is reached between the parties involved. It is
important to choose a language that both parties understand as
the information exchange, persuasion tactics, concessions are in
danger of being misunderstood. The native speaker of
the language chosen has an advantage over the negotiator for
which the language chosen is foreign they might have more
difficulty presenting ideas and facts during the negotiation
process. It might also be difficult for them to understand details
of the proposals or ideas made by native speaker . Several
strategies to overcome language barriers include; hiring an
interpreter, learning basic greetings in native language this
shows cultural empathy which is very important in the
relationship-building phase; using visual aids in
presentations, and translate documents. (Rampton, 2015)
Maude, B. (2014). International business negotiation: Principles
and practice. New York, NY: Palgrave Macmillan.
Rampton, J. (2015, March 10). 10 Tips for Overcoming the
Language Barrier When Expanding Overseas.1 Retrieved May 3,
2018, from Fast

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