Crosscultural Negotiation Case Study

On the basis of the five negotionation process (Preparation, Relationship building,Exchange of information, Persuation,Concession, and agreement)in the book,we summarize and extend several practical issues about challenges in the process of crosscultural negotiating.
Firstly, the most important issue in the negotiation process for negotiator is to decide to be established by contract or by relationship. From different culture dimension,the way of negotiation varied a lot.For deal makers from some cultures,the purpose of negoating is different among different parties,and a signed contract plays a significant role.Also ,there is a tendency in some cultures ,negoation is the building of relationship rather than a signed contract.On
However,in North America,the situation is different,because people do not want to get rush in a time schedule during
From the second perspective of Win-win negotiator,the process of doing business is a collective process. Meanwhile,from the win-lose negotiators perspective,they need to contrast with rivals in the problem-solving process. Also, it is defenitely essential to get familarlized with which kind of negotiator is sitting in front of you,when you start with negotaion process. Also,from our research, it exposed the strongly difference among different countries. To take an instance,whereas 100 percent of the Japanese respondents said that they prefer the negotiations as a win-win process,versus only 33% of the Spanish executives agree with this point in their