Culture of the West and the East: business negotiations

This assignment explores the differences in business negotiations between the East and the West. It will discuss the impact of these cultural differences on business negotiations and how they can be overcome.

When doing business in the West, it is important to be aware of the different approaches that may be taken in negotiations. In general, Westerners tend to be more direct and explicit in their communication, and may use more verbal and non-verbal cues to signal their interest or lack thereof in a deal. They may also put more emphasis on individual needs and objectives, and may be less likely to compromise than their Eastern counterparts.

In contrast, those from collectivist cultures like many parts of Asia may take a more indirect approach to negotiation. They may place greater emphasis on relationships and may be more willing to compromise in order to maintain harmony. They may also communicate more indirectly, using subtle cues and body language instead of explicit verbal communication.

Understanding these differences can help you to avoid misunderstandings and communication breakdowns during business negotiations. It can also help you to tailor your approach to better suit the preferences of your counterparts.

Despite the cultural differences between the East and the West, there are some commonalities that can be used to build rapport and trust. For example, both sides may value punctuality, honesty, and respect. By focusing on these shared values, it may be easier to find common ground and reach an agreement that is beneficial for all parties involved.