Different Negotiating Styles

In terms of literal discussions, Far eastern negotiators take a different set out than Americans do. While Americans like to use "linear logic" and a sequential thinking process that gets right to the point, Far Easterners " elect spiral or non-linear logic" that evidences a "holistic linear perspective" and results in an analysis that is conducted in "a more systemic, circular, and synergistic way as comp atomic number 18d with American managers who often examine issues ground on linear causality" (Paik & Tung, 1999, p. 103). Verbal communication is not as straightforward as Americans argon accustomed to, because Asians argon not as concerned about gain a rapid conclusion as they are about acquire to know their American business counterparts thoroughly before reaching a deal. Moreover, while their verbal and communicatory communication whitethorn signify to the American team that they are agreeing with what is being said, they whitethorn revisit the same issues later as though they had never been resolved; this occurs because Asians are reluctant to convey that they disagree. In addition, since they are also hesitant to make a statement that they may later decide to reverse, they are reluctant to state anything definitively, so their responses are typically vague and noncommittal to le

An approximation of the proportion of verbal, nonverbal, and listening attri thoes among Far Eastern negotiators would be 20%, 60%, and 20%, respectively.

This proportion makes champion given the fact that Asians are verbally noncommittal but must still communicate effectively in suppose to further the negotiations. Since they do not wish to lose face, they are relatively forced to communicate largely through nonverbal means that cannot be levied against them later, causing a loss of face. A nod, the tilt of a head, or an expression cannot be viewed as a commitment, yet the Asians get their feelings and opinions across remarkably salutary using a combination of primarily nonverbal signals composite with a modicum of verbal communication and sufficient listening. The Japanese, according to Martin, Herbig, Howard, and Borstoff (1999, p. 66), are "more influenced by what is not said" than by what is said. Therefore, counterbalance when verbal exchanges do take place, they are not the to the highest degree powerful or influential aspect of the negotiations. Asian negotiators are adept at "reading into" the other party's words and mien to ascertain fairly precisely what their intentions and objectives are.

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