NEGOTIATION STYLES AND COMMUNICATION( case 4)
NEGOTIATION STYLES AND COMMUNICATION( case 4):In Far East the personal style of the negotiators, involve a combination of styles though it is typically nonverbal. However, listening and verbal attributes do have a huge influence. The Vietnamese usually use limited verbal activity, use silence, at times even close their eyes, and regularly nod while others are speaking. Apart from the last attribute of closing their eyes, all Far- East or Asian attributes are nonverbal (Pickle & Van, 2009).
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To negotiate in a disrespectful manner will lead to loss of face or reputation for both the Far Easterners and other parties. It does not matter whether people feel offended or not, the protection of reputation for the Far Easterners is important to ensuring harmony within the negotiating table.
Gulbro, R., & Herbig, P. (2001). Negotiating successfully in cross-cultural situations. Industrial Marketing Management, 25(3), 235-241. doi:10.1016/0019-8501(95)00081-x
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