Negotiation is a difficult process due to the complexities that arise from different arguments, but it is also a crucial skill for managers, especially in a cross-cultural business context. The three main challenges of intercultural negotiations are: the effectiveness of the individual's communication, the process of negotiating between cultures, and the medium used in the negotiations. Say no to plagiarism. Get a tailor-made essay on “Why Violent Video Games Should Not Be Banned”? Get an original essay First of all, reaching agreement can be difficult when it comes to subtle differences in communication methods and disagreements between cultures. For example, Japanese culture is known for being emotionally inexpressive and avoiding confrontation. In trade negotiations, Japanese negotiators' indirect means of communication express disapproval and often lead foreign businessmen to believe that their proposals are still under consideration when in reality the Japanese have rejected them. When there is confrontation between negotiators, friction is created; Feelings of frustration can arise from a French negotiator who is direct and emotionally expressive when faced with a Chinese who avoids direct confrontation, listens more and values ​​harmony and relationships. Without intercultural intelligence, the French negotiator could be considered ignorant, or even disrespectful. Second, the way people reach an agreement during negotiations varies greatly across cultures, and this is partly due to different decision-making styles. “In a consensus culture, decision-making can take a long time, since everyone is consulted. In contrast, in a top-down culture, decision-making responsibility is given to an individual.” Managers belonging to a consensual culture like that of China would tend to discuss at the negotiation table and go through the contract slowly. American managers, on the other hand, would adopt a quick and concise approach to negotiation. Additionally, negotiation attitude is a factor that influences how cultures approach negotiations. Chinese companies view negotiations as a win-win situation and others view them as a win-lose, hence conflictual, situation. This contrast is directly related to differences in the sense of reaching agreement; Top-down cultures tend to prefer detailed, unambiguous contracts, whereas Chinese culture is relationship-based and leaves room for changes to the contract. Third, although negotiations are most effective in person, there is a growing trend toward negotiating via email, where it is incredibly difficult to maintain negotiation momentum, pick up on cues, and use traditional methods of in-person negotiation . such as body language, tone of voice and visual expressions. Brake suggests that the main challenges involved in virtual communication include lack of context, frequency of dialogues and insight. Keep in mind: this is just a sample. Get a personalized article from our expert writers now. Get a Custom Essay A personal experience working with a creative agency that was trying to negotiate the terms of a contract over email for a project I was responsible for made me realize that it was difficult for them due to lack of context and information. Brake explains that for simple collaborations such as exchanging reports and instructions, mail..