The document discusses cultural differences in negotiation styles across various regions, including North America, Japan, the Arab world, Latin America, Asia/Pacific Rim, the Middle East, and Europe. It outlines elements such as group composition, space orientation, use of language, offers, decision-making processes, and risk-taking tendencies among different cultures. The key message is that negotiation approaches are heavily influenced by regional cultural heritage and norms, and understanding these differences is important for successful cross-cultural negotiations.

1. Negotiating in North America
and other Countries
UNIT IV

2. Elements USA Japanese Arabians Mexicans
Group Composition Marketing oriented Function oriented Committee of
specialists
Friendship oriented
Number involved 2- 3 4- 7 4- 6 2- 3
Space orientation Confrontational,
competitive
Display harmonious
relationship
Status Close, friendly
Establishing Rapport Short period, direct to
task
Longer period, until
harmony
Longer period, until
trusted
Longer period, discuss
family
Exchange of
Information
Documented, step by
step, multimedia
Extensive, concentrate
on receiving side
Less emphasis of
technology, more on
relationship
Less emphasis on
technology, more on
relationship
Persuasion tools Time pressure, loss of
saving/ making money
Maintain relationship
references, intergroup
connections
Go- between,
hospitality
Emphasis on family
and social concern,
goodwill measured in
generations

3. Elements USA Japanese Arabians Mexicans
Use of language Open, direct, sense of
urgency
Indirect, appreciative,
cooperative
Flattery, emotional,
religious
Respectful, gracious
First offer Fair 5- 10 % 10- 20 % 20- 50 % Fair
Second offer Add to package,
sweeten the deal
- 5% - 10% Add incentive
Final offer package Total package Makes no further
concessions
- 25% Total
Decision making
process
Top management team Collective Team makes
recommendation
Senior manager and
secretary
Decision maker Top management team Middle line with team
consensus
Senior manager Senior manager
Risk Taking Calculated personal
responsibility
Low group
responsibility
Religion based Personality responsible

4. Negotiating in North America
Regional influence
Cultural Heritage
Specific Industries & organisational culture
Relationships & Respect
Communication
Initial contacts & Meetings
Negotiation-
Attitude & Style
Sharing of Information
Pace of Negotiation
Bargaining
Decision Making
Agreements & Contracts

5. Negotiation in Latin America

6. Negotiation in Latin America
 Appearing calm, cool and collected prevails over punctuality
Latin America people take particular care with regard to their appearance and believe in spending valuable
time with business partners.
Business and private life are more closely interwoven in South America. Having trust in one’s business partner
is based more on personal relationships than on technical expertise.
The hierarchical structures in Latin America are steeper than in many other cultures.
Latin Americans tend to communicate indirectly. When in doubt, do not hesitate to ask diplomatic questions.
Criticism should only be made in private, and neither in front of superiors nor subordinates, as a face-saving
technique.
Spontaneity precedes any sort of planning in South America

7. Negotiation in Asia & Pacific Rim

8. Negotiation in Asia & Pacific Rim
Think in long term
Context of culture- Low context or high context
Decision making process – Top- down, consensus or delegation
Conclusion oriented planning for negotiation
Importance for relationship building

9. Negotiation in the Near & Middle East

10. Negotiation in the Near & Middle East
https://www.youtube.com/watch?time_continue=30&v=U9XoD9V9Bvg

11. Business Practices in UAE
•Punctuality: Liberal
•Required intermediary for the first-time business
•Working hours
•Holidays
•Body Language
•Collective Decision Making
•Friendly Nature
•Burning Topic Should Be Avoided (Israel)

12. Negotiating in Europe

13. Negotiating in Europe
https://www.businessinsider.in/23-fascinating-diagrams-reveal-how-to-negotiate-with-people-
around-the-world/The-Dutch-are-focused-on-facts-and-figures-but-are-also-great-talkers-and-
rarely-make-final-decisions-without-a-long-Dutch-debate-sometimes-approaching-the-danger-
zone-of-over-analysis-/slideshow/48485970.cms