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Accumulative Report Student’s name Page 4 Content Chapter I Introduction Chapter II Content 2 1 Background Concepts 2 1 1 Definition of negotiation 2 1 2 Common Styles of business negotiation styles 2[.]
Accumulative Report Content Chapter I: Introduction Chapter II: Content 2.1 Background Concepts 2.1.1 Definition of negotiation 2.1.2 Common Styles of business negotiation styles 2.2 Compare three differences in negotiation aspect between the Vietnam and America 2.2.1 Expressing Emotions 2.2.2 Expressing Attitudes 2.2.3 Persuasion Chapter III: Conclusion Chapter IV: Recommendation References Student’s name Page Accumulative Report I INTRODUCTION Negotiation happens in, organizations, public offices, legislative processes, internationally, and also in marriages during divorce Therefore, in everyday life, we will always face challenges that will lead us to negotiate with the other party Negotiation theory is thus the study of negotiation which is quite crucial in contemporary society National culture has numerous facets It has a great and serious influence on the negotiation Some facets may be relevant only for a particular society, others for multiple, if not all, societies International Business Negotiations are very important venues for cross-cultural communication People in diverse cultures have varying beliefs and perceptions about what negotiation is and how it occurs They also process negotiations differently and have different preferences for conflict resolution (Lewicki et al, 2006) Negotiation is an essential part of life, whether or not we know it, especially in the context of work, relationships, commercial activities, and political negotiation In the modern world, some professional negotiators can act to represent an individual, organization, and any other party involved Student’s name Page Accumulative Report II CONTENT 2.1 Background Concepts 2.1.1 Definition of negotiation Many purchasing scholars have defined negotiation in different ways Okwonkwo (2006), defined negotiation as the “give and take” trading process by which the conditions of a transaction are agreed and acted upon; an attempt by two parties to complete a transaction through the use of bargaining People in diverse cultures have varying beliefs and perceptions about what negotiation is and how it occurs They also process negotiations differently and have different preferences for conflict resolution (Lewicki et al, 2006) Lysons (1996), defined negotiations as any form of verbal communication in which the participant seek to exploit their relative competitive advantages and needs to achieved explicit or implicit objectives within the purpose of seeking to resolve problems, which are barriers to agreement Putnam and Roloff (1992) suggest that negotiation is a particular kind of communication that focuses on perceived differences and reaching mutually acceptable compromises All of above the theories show that the purpose of negotiation is to reach an agreement 2.1.2 Common Styles of business negotiation styles Calum Coburn's (2015) study of negotiation styles based on the Negotiation Conflict Styles is well documented; it is also generally recognized that there are five common negotiation styles: competing, cooperating, avoiding, accommodating, and compromising Compete (I win - You lose): Competitive negotiators emphasize their own needs They often use whatever power and methods they can muster, such as their personality, position, economic threats, brand strength, size, or market share Accommodate (I Lose - You Win): The opposite of competition The relationship is everything for accommodating kind negotiators They not only provide items and services, but they are also liberal with information Collaborate (I Win - You Win): The compromise style with collaborative style "Win/Win" means that both parties' needs are taken into account and as much mutual benefit as possible is created Collaborative profile negotiators are adamant that their needs be addressed – and they recognize that the other party has needs as well Student’s name Page Accumulative Report Compromise (I Lose / Win Some - You Lose / Win Some): Most people connect concession with negotiating, but in truth, compromising can often be just trading Compromise often means dividing the difference, which usually results in an end position that is somewhere between both parties' beginning positions Avoid (I Lose - You Lose): This is commonly referred to as "passive-aggressiveness." People who use this method often dislike conflict Rather than meeting you directly about the matter, avoid styles that may seek payback without your knowledge 2.2 Compare three differences in negotiation aspect between the Vietnam and America 2.2.1 Expressing Emotions The difference in expressing emotions in a negotiation between the Americans and Vietnamese is as follows: Individuals of different cultures tend to show emotion when negotiating agreements (Salacuse, 1998b) In Asian cultures in general and Vietnam in particular, people tend to hide their feelings in negotiations, while Americans tend to be more outspoken and straightforward Vietnamese people express their emotions discreetly and gently, they always show seriousness almost in negotiations, in trade negotiations, they always try to show a positive face with a smile laugh before negotiating, and occasionally during negotiating when necessary Vietnamese will try to control and limit the expression of their emotions more than American in negotiating On the other hand, showing high emotion in the negotiation towards Vietnam is disrespectful and rude In particular, they will try to hide their anger and temper to avoid over-conflict That probably leads to the failure of the negotiation Whereas Americans are the complete opposite, they freely express their true feelings and go straight to the point directly Sometimes they need to limit their emotional expression during supreme negotiations, and most of the time, they use their emotions appropriately and purposefully They can express satisfaction, or dissatisfaction, humorous, happiness, or anger about an issue that has not been satisfactorily negotiated Student’s name Page Accumulative Report For example, a part of Negotiation Scenes from the movie “Nightcrawler (2014)” by Calista Elvina Jesslyn Content: The negotiation is betwwen Lou, who sells a record of a crime scene, and Nina, a TV news manager want to buy back information from Lou Lou, who wanted to sell the information he had just gathered, offered Nina the price and conditions We see that at the very beginning of the price negotiation, both sides express their displeasure and discomfort each other Nina is the one who clearly shows her dissatisfaction with the amount of money that Lou offers Her facial expression is serious and annoyed about Lou After Lou leaves because he can't negotiate anymore, Nina yells "Hold on!” Nina got angry and tried to calm down Lou then expressed his feelings of anger and seriousness towards Nina through his voice and eyes, he spoke loudly to close the demands on this deal Then he took a breath and let out a sigh and lowered his voice For another example, a part of Negotiation Scenes from the movie “ARGO (2012)” by Garuda Sade W Content: In the following movie clip, Lester Siegel (Alan Arkin) accompanied by Tony Mendez (Ben affleck) will negotiate with Max (Richard Kind) to buy his script Max is the character that shows contempt and jokes in the negotiation He made it clear his disapproval of the contract from the start Lester was the one who showed emotion in this negotiation most clearly, mainly anger and tired He sighed and began to negotiate After the agreement was not reached and Max even sarcastically said Lester, Lester turned the situation around by raising his voice and venting his anger at Max in an incredible way Lester raised his voice and threw the contract, we can see the rage in his eyes Lester's emotions ranged from calm to angry It seemed like a natural and necessary thing for him to do, whether it was a rush of emotions or showing rudeness Through the characters in the above films, the expression of emotions was clearly shown in a negotiation in the US This is considered normal and not condemnable for Americans They are comfortable negotiating with different emotions and sometimes it is a huge contributor to the success that comes their way But these emotional expressions are always considered inappropriate in Vietnam Therefore, motional restraint is held in high esteem Student’s name Page Accumulative Report 2.2.2 Expressing Attitudes In light of the book " International Business Negotiating " by Pervez N Ghauri (2003) Time has different meanings and importance in different cultures “Time is money” in American culture For American 2negotiators, it is important to have advance information on the opposite party’s behavior regarding time When negotiating, Americans may appear fiercely competitive or even combative Meanwhile, the Vietnamese people's view of time is "everything slowly and calmly" It is best to remain calm, friendly, patient, and persistent, never taking anything personally Americans always use gestures or body language or non-verbal in communication and even in negotiations They show emotions, gestures, and actions such as banging the table, joking, pointing, and shouting at the opposite negotiator when the situation is acute or the conflict is high On the opposite Vietnamese people usually speak in quiet, gentle tones, and conversations may include periods of silence At times, people talking among themselves can appear emotional, but this can be misleading Emotional restraint is held in high esteem Loud and boisterous behavior is perceived as a lack of self-control For example, a part of Negotiation Scenes from the movie “Erin Brockovich (2000)”, by Avi Bellerizki Content: In the following movie clip, Erin Brockovich (Julia Roberts) and her law firm boss, Ed Masry (Albert Finney), had a negotiation with the PG&E company representative, Mr Foil regards to the class-action lawsuit due to PG&E'S waste-disposal practices in a resident area Mr Foil used the open hand gesture to open the negotiation without even shaking hands before sitting down to negotiate When giving the compensation price, Mr Ed Masry let out a laugh with a surprised facial expression and repeated the amount It can be understood that Mr Ed disagrees with this Mr Foil always tries to smile and make body movements and hand gestures to explain the problem, these actions are intended to make the negotiation lighter and more comfortable But when Mr Ed showed implicit absurdity and disagreed with the contract by raising an index finger And Mr Ed automatically ended the negotiation by banging the compensation agreement on the table with a loud bang Then Mr Mrs Erin showed an expression on her face to indicate displeasure and exasperation through her eyes as she looked at Mr Foil Mr Foil put a price tag of $28 billion and Ed Student’s name Page Accumulative Report screamed and repeated that number, but it showed that this was deserving of condemnation and unacceptable Or through the above movie “ARGO (2012)” by Garuda Sade W The three characters in the film did not shake hands before negotiating, even Lester and Tony sat comfortably back in their seats While Max's posture was leaning towards the two of them and staring at them Even Lester clapped his hands loudly and spontaneously Lester always uses hand gestures to explain and uses a loud voice when emphasizing issues, which puts pressure on Max as well as demonstrates Lester's firm point of view The terrible thing here is that Lester violently threw the contract on Max's desk in anger and said insensitive words to Max From that, we can easily see the profound difference in attitudes between the US and Vietnam in negotiations To Americans, the use of just eyes, facial gestures, voice, posture, contact, and actions seems free and more comfortable to Vietnamese people Americans usually use body language to imply or express their views and opinions In contrast, Vietnamese people use more implicit and observant speech Vietnamese people are sometimes afraid to express their attitudes directly and not want to cause misunderstandings due to excessive actions and gestures or emotions in negotiations It is considered disrespectful and rude to the other party That is also the Vietnamese culture in negotiation 2.2.3 Persuasion To Americans, negotiating is usually a joint problem-solving process However, in Vietnam, organizations are usually very hierarchical here However, decision-making is normally a consensus-oriented group process in Vietnam American negotiators may focus mostly on near-term benefits In contrast, Vietnamese people expect long-term commitments from their business partners and will focus mostly on long-term benefits The Vietnamese use indirect persuasion, knowing that pushing too hard can be offensive or counterproductive They often use proverbs, parables, or anecdotes to describe context or perspective American negotiators have a distinctive style: forceful, explicit, straightforward, direct, and results-oriented Although these traits inevitably vary according to personalities and Student’s name Page 10 Accumulative Report circumstances, a recognizably pragmatic American style is always evident, shaped by powerful and enduring structural and cultural factors For example, a part of “Jobs (2013)” by Abdullah Fikri Content: In the following movie clip, Steve Jobs negotiates with Paul Terrel to act as CEO of his start up Jobs wants money to build his computer Then, Paul is the computer store owner He potentially giving Jobs money, and sell the Jobs computer in his store Jobs did not exactly express his expectations through his facial expressions from Paul, but his actions and gestures made the negotiation feel more natural and gentle Jobs comes with convince and relax Jobs persuaded Paul by giving Paul some facts It is to hook Paul with this conversation Jobs starts giving Paul an offering Then Paul interested with Jobs offer Paul agree to buy the computer and pay when delivered $400/ Machine with 50 Units But Jobs counter of Paul's offer, with double up the quantity and some money upfront Paul keeps trying to win the negotiation by avoiding an offer from Jobs Jobs tries to convince Paul with his offer And finally, they get the deal from Jobs' offer Jobs opened the conversation in a very relaxed way, and he used very fluid behavior and gestures that made the atmosphere lighter Jobs made the offer very quickly He constantly reacts to convince and responds to Paul with favorable conditions from this contract Or through the above movie “Nightcrawler (2014)” by Calista Elvina Jesslyn We see that Lou not only uses the information he has to convince Nina, but also uses a purposeful display of his emotions and behavior to win this negotiation We see that Lou not only uses the information he has to convince Nina, but also uses a purposeful display of his emotions and behavior to win this negotiation In the beginning Lou spoke softly and calmly, but then Nina reduced the amount of the bargain so low that Lou had to turn the situation around by showing hand gestures and moving closer to Nina and speaking loudly to overwhelm the situation Lou's overpowering speech and behavior have largely contributed to his successful negotiation Not only did he receive the amount of money he originally offered, but he was also included with the things he offered while expressing his anger towards Nina From that we can see that each country will have different strategies and methods of persuasion in negotiation Therefore, US and Vietnam also have different ways of behaving and interacting This affects the success or failure of the negotiation largely Student’s name Page 11 Accumulative Report III: Conclusion Through articles and movies, we see that cultural differences lead to differences in negotiating styles between the US and Vietnam In the United States, people frequently express their true feelings, attitudes, and behaviors in negotiations They are not afraid to use gestures or body language in negotiations They value their time so most negotiations will end quickly, most of them will spend most of their time preparing plans and even many other backups to flip the situation flexibly when needed In contrast, in Vietnam, people tend to hide their true feelings, as that would be seen as ludicrous, and sometimes it causes discomfort in negotiation Vietnamese value calm, understated behavior, and tend not to show their emotions openly They are almost afraid to use gestures or body language in negotiations Because they think it will adversely affect the negotiation and be prone to failure They mainly use words to persuade the other side and will avoid using rude and open behaviors during negotiations Most negotiations in Vietnam will take a long time to take place and they take a lot of time to exchange and revise the contract Due to different cultures, nothing is completely right between the two countries, sometimes one country's languages, behaviors, and attitudes are appropriate and respected but the other may not accept them Therefore, when entering a negotiation it is necessary to consider the subject, the country, and the circumstances from them IV Recommendation This research is made to find out the definition of negotiation, negotiation in Vietnam and the US, and the differences in negotiation between the two countries This also sets the base for further research, as the data from this paper was found and aggregated in others as well As for future research, it would be advantageous to make surveys about Vietnamese and American businesspeople that have experience in negotiation to understand their perceptions and preferences There should be more research about business between Vietnam and the US in the future Student’s name Page 12 Accumulative Report References https://www.sicotests.com/darticle.asp?page=6#:~:text=its%20Principal%20Features-,Sar ah%20Ogilvie,counter%2Doffers%2C%20or%20both The 2017 edition of the book “Negotiating International Business - The Negotiator’s Reference Guide to 50 Countries Around the World” by Lothar Kat The book “Negotiating International Business - The Negotiator’s Reference Guide to 50 Countries Around the World” by Lothar Katz It has been updated with inputs from readers and others, most recently in March 2008 https://youtu.be/H3rdz1n7SFk https://youtu.be/Vs7tbktra4o https://youtu.be/0AmfGKLUP0c https://youtu.be/BbWcaxrVcxY https://youtu.be/icequGKKdtw file:///C:/Users/ADMIN/Downloads/ciadmin,+Journal+manager,+5029-20125-1-CE.pdf Student’s name Page 13