Art and the relationship between negotiation and culture
Over time, people have discovered that humans are sociable by nature and therefore have the ability to communicate their needs to be satiated, and this is where negotiation enters the game of life and becomes aneed. The human being is born, grows, reproduces and dies, but during all this process many events such as learning values, rituals, symbols etc…. that they form the personality and culture of each individual. Negotiation is a way to express the needs and when a country cannot satisfy that need, it asks for help to another country, but to be able to make treaties or agreements with that other country you must first learn about its cultural patterns to be able to reach an agreement thatfavor both parties, since if there is no information about their culture they would not transgress by evil but by ignorance.
Business concept
Negotiation is the need to exchange goods or services for money, it is also considered that negotiation is the succession by which two or more parts are transferred from their placement to a null point where they put into play their ingenuity persuasion and skills to manage to mobilizethe resources suitable in order to achieve agreements or agreements. Paraphrasing Gamelearn (2015) Persuasion is present throughout the negotiation process, it also comments that persuasion is not manipulation but ¨Convencer thanks to the argument ”In addition it says that many studies have been done on what influences us at the timeto make a decision and here the persuasion and its principles intervene. According to Rodríguez (2015) “Negotiation is a communication process through which the behavior of others is generated, through the agreements that can be developed between the parties."That is to say that in negotiation there is influence or persuasion in the good sense of the word, a person can influence the decision of others through persuasion.
The difference between persuading and manipulating is that one is less strong than the other, paraphrasing Moreno (2019) manipulation is the power to make people satisfy other people’s wishes passing over their beliefs and feelings. On the other hand, persuasion is the power of conviction through very well -founded arguments without passing over the beliefs or feelings of the other party.
Negotiation is the relationship between two people who place their strategies and carry them out to reach an agreement according to Malart (2015) “Negotiation, in general, can be defined as the relationship established by two or more people in relation to adetermined matter with a view to approaching positions and being able to reach an agreement that is beneficial for all of them;And, as is obvious, it begins when there are differences in the positions that the parties maintain.”It is important that it makes a difference for there can be a negotiation.
In order to reach an effective and rewarding agreement that benefits both sides, we must have a technique or guide us according to rules. Paraphrasing Zorita (2015) Dasí, Martínez and Vilanova (2009) “For a business to prosper, you must discover what customer segment it is possible to address, cover a niche market without exploit or not sufficiently covered and then you must have theKnowledge as complete as possible from the other party, in addition to prepare the negotiation, the environment the objectives, the strategies that must be used at the time of the business and finally analyze the competition and the market. The competition is the real battlefield, it must be verified that some competitive advantage will be held in front of them."
Follow these steps can mean reaching an agreement for the two parties to benefit.
Culture concept
Culture are the different ways of behaving and feeling comfortable in its environment, from the many terms used to criticize the manifestations of culture, the following four cover the total concept in orderly: symbols, heroes, rituals and values. According to Culture Definition (2019) “Cultural differences are manifested in different ways and with different levels of depth. The symbols represent the most superficial and value the deepest manifestations of culture, with heroes and rituals in the middle.”These concepts fully cover the concept of culture because
Being in an unknown environment we can perceive the culture of the foreigner since its rituals its symbols etc. They are not the same as those who identify us and this is where tolerance and values taught in each culture come into play, that is, for x or and reason we do not like something of foreign culture, we must learn to cope with it to have good relationsintercultural. According to Kuzmina (2016) "The study of the notion" culture "is represented in different sources as elementary, relevant, referring to a group, challenged. The process of learning culture and forming the intercultural perspective of the world implies not only learning specific vocabulary of culture, but also developing qualities such as empathy, recognition of cultural diversity, tolerance, the ability to distance yourself from position, identitycultural, etc."
According to Herrero 2002, “culture is an abstraction, it is a theoretical construction from the behavior of individuals in a group. Therefore, our knowledge of the culture of a group will come from the observation of the members of that group that we will be able to specify in specific patterns of behavior. Each individual has their mental map, their behavior guide, what we call their personal culture. Much of that personal culture is formed by the behavior patterns that it shares with its social group, that is, part of that culture consists of the concept that it has of the mental maps of the other members of society. Therefore, the culture of a society is based on the mutual relationship that exists between individual mental maps. The anthropologist, as a person’s mental content cannot know directly, determines the characteristics of these mental maps through behavior observation."Therefore, we can deduce that culture is learned and not inherited since people only follow behavior patterns. An example would be an African baby adopted by Australian people, the African child would only know about his roots, rituals symbols heroes and customs if his potatoes tell him or if he investigates it, and if the child would not adapt or welcome the Australian cultureas well.
According to The Concept of Culture 2019 “there are many different definitions of the word‘ culture ’. People often speak of English, Chinese, American Indian, African -American or other cultures, and sometimes also use world ‘culture’ to suggest a sophistication level. In addition, they talk about ‘high culture’, ‘low culture’, ‘popular culture’. In addition, it seems that there is also a wide range of ‘cultural policies’ associated with these definitions.”Culture today use it to classify the sophistication level of each country.
Intercultural negotiation
In order to negotiate with people from other countries, we need to know a lot about their cultural patterns so as not to lack respect, such as the way of greeting, personal distance, body language, time and friendship patterns. The issues that should never be touched in a negotiation are politics and religion since they are taboo synonyms of conflicts.
To talk about intercultural negotiation, we first have to touch the hall model where culture classifies in time and space context
Paraphrasing Holliday,., Kullman, j. And Hyde, M. (2017). As for the context, it is defined as cultures of high context and under context where those of high context abound implicit messages and nonverbal communication. It is accepted that everything bad that happens to an individual, as well as the work badly done is closely related to the way of acting of that individual. They establish a clear difference between the people who are from their group and those who do not, and have a high commitment to their family and long -term relationships, use silence as a strategy. The communication style is indirect as a way to preserve harmony, in high context cultures when doing business there is a strong involvement of feelings and intuition. Social factors are very important: loyalty, trust, respect and protection of the group are fundamental. In the culture of high context we can classify to: the Arab, Oriental and Latin America countries since these cultures to reach an agreement or contract first have to create bonds of trust.
Low context cultures tend to have a low sense of loyalty towards the group and organizations. They focus on the task, organize time with precision, their reactions are visible and clear, they are based on what is said and very little on nonverbal language, and people usually hold others responsible for their mistakes, bad luckor failure. In this context we can classify;Switzerland Germany and the United States.
As for the time, the hall model classifies it in polyron and monochronic paraphrasing to intercultural dimensions 2019 that says that polyronic time is when several activities are carried out at the same time in order of importance and strongly value relations with others,Here we can classify high context cultures. The monochronic time is when it is done only one thing at the same time, and they take special care in planning and controlling the time.
Finally we have the space, in this we can catalog the cultures of high territoriality that are those that keep their own spaces clearly separated, the concept of property (of what is mine) extends to the material spaces. On the contrary, cultures of low territoriality have less interest in material possessions, share their space and territories very easily.
To negotiate all these aspects mustTime, the Arab person considers that to reach an agreement first you have to create ties of trust because a unknown will not entrust their business, in this situation a cultural shock opened because while the American has a culture of low context, monochronic, and strong territoriality, the Arab person is of high context, polychronic and with territoriality low.
Leave feedback