Cross-cultural or intercultural negotiation may be defined as the discussion of either common or conflicting interests between people with different cultural values and beliefs who intercommunicate to reach a mutual agreement. In a modern globalized world, effective cross-cultural negotiation plays a highly essential role in the working environment as a substantial number of international companies have subsidiaries abroad.
The negotiation between the representative of the company’s head office in the United States and the president of the Mexican subsidiary that is responsible for South American product distribution demonstrates the cultural differences between the two nations. Mexicans value sales contacts and cooperation, team approach, innovations, advertising, and training to stay competitive. In turn, Americans focus on the individual productivity of every employee and actual office statistics. In particular cases, Americans may have certain prejudice concerning the correlation of the leader’s age and his or her professionalism.
The outcomes of these negotiations prove that in the majority of cases, cultural differences substantively influence business operations and cannot be omitted. Despite the fact that the company’s head office traditionally imposes conditions that should be considered by subsidiaries, the examination of the process of interaction that involves cultural peculiarities is highly beneficial and informative. I understood that the awareness of the opponent’s cultural differences is obligatory, and he or she may interpret my words or actions in distinct manners that frequently serve as cultural triggers.
However, the expression of negative emotions will crucially degrade the efficacy of negotiations. However, similar to other spheres of life, the business does not appreciate infirmity. That is why considering your values and requests determined by your cultural background is essential as well. In general, I suppose that my behavior during negotiations was correct. However, next time I will pay particular attention to my emotions as the judgment of a person on the basis of cultural stereotypes is unacceptable.