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Table of Content

• Introduction
• Features and Difference Between the Two Cultures
• Literature Review
• Process of Negotiation
• Recommendation
• Conclusion
• Reference List

Introduction

In this study, the overall aspects of the cross- cultural negotiation are discussed in details. The importance of cross- cultural negotiation is eminent in building up a strong relation between the two countries. The cross cultural negotiation is very much important for building of a strong interdepend relationship between the two countries and also helps in forming a dominant relationship in the future (Ahern et al. 2015).  A strong emphasis is given on the importance of cross- cultural negotiation between the country of India and USA in this study. The cross cultural negotiation also plays a strong role in building of a great skill within the culture of the two countries in the future.

Features and Difference Between the Two Cultures

The Indian culture is very much unique and also has its own independent values.  The Indian culture is very much diverse and the people of India always prefer to stay together in families.  The people of India give more importance to the different needs and wants of the families rather than the individual requirements.  The culture is far more family oriented in nature. There is a lot of variety in the overall cultural system in India as lots of people of different religions stay together as a whole (Aslani et al .2016). The Indian culture is also very much diverse in nature and also believes in spiritualism.

The American culture believes strongly in the concept of individualism. The people in America gives more preference on their own needs and gives less preference on the family. The people consider themselves separate from the rest of the family and treat them as a separate entity (Ballatore & Mooney, 2015).   The people of America also believe that all the people are equal in every aspects of life.

In the Indian culture the decisions in the different management operations are taken by consulting with the other members working in the management and then give a solution according to the views of the people. The decision style is very much consultative one as the final decision is taken after consulting with every members or people.  In the American culture the unanimous decision is taken by the head of the department in the management without the consent of the different members in the organization (Bar et al. 2016). The management style is very much dominant in nature and the management in the different organizations believes more in the dominance of the people in the organizations.

According to the Hofstede’s cultural model the barrier in the overall culture can affect the whole negotiation process between the two countries. The Hofstede’s cultural model focuses on the six dimensions that are helpful in building up of a strong cross cultural negotiation process between the two countries.  The six dimensions of the Hofstede”s model are:

Power distance index

A high score in the power distribution index explains that the people understand their individual place in the society and the low power distance index that the overall power is widely distributed between the different people.

Indivulaism versus collectivism

It refers to the overall bonding between the overall people of one community with another in the society. The high score in individualism versus collectivism indicates weak interpersonal connection between the people and low score indicates high interpersonal connection between the people in different communities.

Uncertainty avoidance index

It is a dimension or measurement parameter to measure the overall anxiety of the people in the society. The society with a high score in the uncertainty avoidance index parameter people attempt to make the individual life as predictable and controllable in the society (Caretta ,2016). The people with the low score in the uncertainty avoidance index indicate that people in the society are less practical and relaxed.

Masculine versus feminism

It refers to the overall distribution of the overall role between the men and women in the overall society. In men dominating societies the ideas of the men and women overlap in fewer amounts and it creates a sense of assertiveness in the men in the society. In the feminine societies there is large amount of interaction between the ideas of men and women and it creates a sense of virtue in a society.

Pragmatic versus normative

This dimension is also known as long- term orientation value. This refers to the overall extent in which the different people in the society needs to be inexplicable and is strongly related to nationalism.

Literature Review

According to Cross, & Gilly (2014), the cross cultural negotiation is a process of bringing the two cultures together and to form a strong future relationship between the two cultures in the future. On the contrary, Zhang et al. (2015), states that the different cultures use the win-lose approach where one side of the negotiation can win and other side can lose. The overall approach of negation between the two cultures helps to create a strong backbone between the two countries and makes a strong connection in every areas in the future scenario. According to Engle et al.  (2015), the strong interpreting behavior also plays an important part in creating a successful negotiation between the two cultures. The eye contact interactions play an important part in the interpreting behavior. Furthermore, Ott et al. (2018) states that, the overall objectives of the negotiation also play an important part in the overall negotiation process between the two cross- cultural countries. The basis of the strong cultural negotiation is formed by knowing the overall objectives of the negotiation.

According to Groves, et al. (2015), the consideration of time is an effective part in the overall success of the approaches of negotiation between the two cross-cultural countries. The consideration of time is an essential part in determining the actual time of the negotiation process and also helps to know the actual character of the negotiation culture of the country. On the contrary (Umaña‐Taylor et al.  2014), states that there is difference in the non-verbal communication ways of communication approach between the different cultures in different countries.  The people of some countries or cultures have a strong in verbal communication between one another during the time of negotiation process and the other countries does not have too much of a strong interpersonal communication between one another during the negotiation process. The in verbal communication plays an important role in the overall development of the objective of the negotiation process.

 The negotiation styles of the different cultures helps in exhibiting different negotiation objectives of the different countries. The different cross cultural countries also shows a lot of difference in the overall approach of negotiation styles by having an overall uncertainty in the overall avoidance in the risk and ambiguity of the negotiation process.  The overall negotiation process between the two cross cultural countries also has a lot of uncertainty and risk added which also affects the overall decision making in the negotiation process.

On the contrary Liu (2015), states that there are eminent factors that affect the overall negotiation process between the two cross- cultural countries. The overall goal of the different cultures of the different cultures also affects the overall decision making in the negotiation process. The goals and objectives of the negotiation process have to be clear to bring out positives from the process between the two different cultural countries. The influence of the correct identification of the goals in a negotiation process helps the two different cross-cultural countries to communicate easily and form a strong interpersonal relationship between the two countries in the future.

According to Ní Raghallaigh & Sirriyeh, (2015), the strong basis of the ideal approach or negotiation style between the two different countries depends on the overall objectives of the negotiation. The strong difference in the two cultures creates a strong difference between the views of the two different members of the two countries in the entire negotiation process. The objectives of the negotiation have to be precise and made clear to the different members between the two members or countries and try to create a strong bond between the people. The styles of approaching the negotiation process mark an imminent process in creating the right path of negotiation procedure between the two different cross cultural countries.

Process of Negotiation

The negotiation style or approach plays an eminent style in building of a strong interpersonal relationship between the two different countries. The American people use a negotiation style that is more distinctive, forceful and more result oriented. The focus of the negotiation style is more result oriented and the emphasis is given more on the overall achievements of the objectives or results in the entire negotiation process. The American negotiators focuses mostly on having a strong communication style in the process of the negotiation and also lays down the objectives clearly to the other side in the process of negotiation.

The negotiation style used in India is more bargaining in style and the people are always ready to face the problem to give a varied solution to the problem. India’s negotiation style is more flexible and is always ready to give a direct advice or solution about the objectives of the negotiation (Ramsey & Lorenz, 2016). The negotiation style used in India is much more ethical as the style is much more solution oriented and much more flexible as compared to the American negotiation style. It provides an exact solution to meet the overall objectives of the process of negotiation.

Recommendation

There are also several recommendations for the correct negotiation styles used in the cross cultural negotiation styles between the two countries. The recommendations are as follows:

• Clear and precise negotiation objective

The overall goal of the negotiation process has to be clear to the two different sides or countries to complete a successful negotiation. The goals of the negotiation process have to be communicated clearly and precisely to the different members of the different countries involved in the negotiation process.

• Maintenance of the protocol

The protocol in the entire cross cultural negotiation process has to be strictly maintained by the member of the two countries. The appropriate way of approaching the negotiation process, maintaining the dress code has to be properly maintained by the members of the two countries in the entire negotiation table. This helps to create a strong impression on the other side of the negotiation table.

• Clear communication in the negotiation process

The use of verbal and non- verbal communication is a key factor in the persuasion in a negotiation process. The overall communication process helps to clearly help to know the overall objectives of the negotiation. The overall body language and gesture used in the negotiation process helps to create a strong impression on the other side of the negotiation process. The communication process helps to create a strong assumption of the overall behavior on the other side of the negotiation table.

• Proper management of time

There has to be proper management of time in the negotiation process in the cross- cultural negotiation. The proper maintenance of time creates a strong positive impression on the other side of the negotiation table and also helps to start the negotiation process on time.

• Proper decision making

There has to be proper decision making gat the end of the negotiation process by knowing the exact objective of the negotiation. The proper decision making helps to create a strong relation between the two different cultural countries.

• Proper assumptions

There has to be a proper assumption made by the member of a country on the wants and needs of the members of the other countries. The positive assumptions help to increase the overall relationship between the two countries aft the negation table and also helps to create a strong interpersonal relationship between the two different countries.

Conclusion

In the study, the cross cultural negotiation system between India and USA is discussed in details. The overall importance of cross cultural negotiation plays an immense part in the development of the overall relationship between the two countries and also in strengthening the bond between the two countries (Wan, 2015).  The process of negotiation approach or styles between the two difference cultures of India and USA also plays an eminent role in the development between the two countries. The cross cultural negotiation forms the main backbone between the developments of the overall interpersonal relationship between the two different countries in the future.

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