A COMPARATIVE ANALYSIS OF NEGOTIATOR PROFILES ACROSS CULTURES

A Comparative Analysis of Negotiator Profiles across Cultures

by

Meilani Yunda Pratiwi

4 SA 04

Abstract

This comparative analysis aims at comparing to achieve the aim of the research, the researcher employs descriptive qualitative method. The results of this research show that there are many differences among them: (1) Brazilian negotiator is Relationship-Focused people, moderately fluid in time, tend to be formal, and expressive people (2) Romanian negotiator’s RF less visible than the Brazilian’s RF, the Romanian formality similar with the Brazilian but have differences from the way they do things formal, Romanian and Brazilian have the same way valuing time that is fluid time, Romanian and Brazilian are same expressive but different way they expressed it (3) Irish negotiator  is really strict in RF than Brazilian and Romanian,  the Irish is moderately formal than Brazilian and Romanian, but not really rigid, Irish tend to moderately fluid than Brazilian, Irish expressions are quite reserved and different from Brazilian and Romanian who are more expressive in making contact (4) The Canadian negotiator has deal-focused tendencies which totally different from Brazilian, Romanian and Irish, Canadian formality is different from Brazilian and Romanian who are very formal, visitors are expected to be on time for appointments

Keyword: comparative analysis, descriptive qualitative, Irish negotiator, Canadian negotiator, Brazilian negotiator, Romanian negotiator

Introduction

The general definition of culture according to William H. Haviland is a set of rules and norms that are shared by members of the public, which if carried out by its member will bear behavior deemed feasible and acceptable to all communities. Besides, interaction is a kind of action or action that occurs when two or more objects have an effect or influence each other. So, the writer concluded that cultural interaction is not only about the relationship between people of different cultures. But also there is reciprocity in the relationship. For example, we follow each other customary rules that exist while on a visit. But it does not change our original identity which also has its own culture and differences from others. There are many differences among cultures in terms of their patterns especially in business behavior as like the relationships, orientation to time, formality and social hierarchies, and so on. This research aim is comparing the patterns of cross cultural business behavior between negotiators from four different countries. Each culture has different habit and also studying cross cultural interaction is important since we can learn about the business customs in other country and to bridge the gap of comparative analysis.

            To avoid conflicts, each negotiator’s country should be aware of the fundamental difference when they try to do business with other counterparts. There are two kinds of people based on their cultures: Deal-Focused people and Relationship-Focused people. The differences between DF and RF business behavior impact our success throughout the global marketplace. RF people prefer to deal with family, friends and persons or groups well known to them—people who can be trusted. In contrast, the DF approach is common in only a small part of the world. (Gesteland, 2002:20). Moreover, the other patterns are formal and informal behavior. Both of them have matter when we are doing business since contrasting values can cause conflict at the conference table. Formal cultures tend to be organized in steep hierarchies that reflect major differences in status and power. In contrast, informal cultures value more egalitarian organizations with smaller differences in status and power. (Gesteland, 2002:46)

            The pattern of orientation to time is divided into two kinds by the way of the negotiators valuing time that are: Fluid (polychronic) and Rigid (monochronic). In rigid time societies punctuality is critical, schedules are set in concrete, agendas are fixed, and business meeting are rarely interrupted. In direct contrast are fluid time cultures, where people place less emphasis on strict punctuality and are not obsessed with deadlines (Gesteland, 2002: 58).  When doing business with people across culture we also looked at the verbal communication problems faced them. The problems caused by differences in nonverbal communication. People of other cultures can misunderstand our body language just as they may misinterpret the words we speak or write. There are two varying degrees of expressiveness that are expressive and reserved cultures. Expressive people tend to be uncomfortable with more than a second or two of silence during a conversation, while people from reserved cultures feel at ease with much longer silences (Gesteland, 2002: 68-72). That is why to know more about the differences patterns in four negotiators in cross cultural business behavior the writer writes this research.

Method

The research method in this research is descriptive qualitative method. It is defined as a research procedure that produces descriptive data in the form of words, written or spoken that can be observed. Method used in this research is documentation. The source of the data used in this research is Cross-Cultural Business Behavior by Richard R. Gesteland. The data used are (1) the Brazilian negotiator from group C page 216-219 (2) the Romanian negotiator from group D page 237-240 (3) the Irish negotiator from group G page 285-288 (4) the Canadian negotiator from group H page 332-336.

Discussion

First negotiator is the Brazilian negotiator. Brazilian people who wants to make business are need time to know us as the visitor. That is why they are included in relationship-focused people (RF). So, if we want to cooperate with them we will recall that protocol demands an indirect approach. We need to be introduced by a credible third party. There are significant differences the way they are valuing time, although they still within the same country. For example, the orientation to time in Sao Paulo really tied (the people respected the time) than in Cariocas of Rio that more relax. But most Brazilian tends to be fluid in time. Brazilian tends to be formal with their counterparts and hierarchical because they see people by social status and education background. They have expressive communication style. For example, we are allowed to interrupt during the conversation when some countries consider it impolite but people in this country even assume otherwise.

Second negotiator is the Romanian negotiator. Romanian considered cold calls do not work well there. It’s vital to have the right connections. Especially at the beginning of a business relationship, they are expect to discuss important business issues face-to-face or on the telephone, rather than via fax or e-mail. Romanian’s RF less visible than Brazilian’s RF. Since Romanian still tolerating if not met in person with their counterparts they can still be contacted by phone. Romanians interact formally than Danes, Australians or North Americans. Formality is evident in the way they dress as well as in local meeting and greeting rituals. This shows that the formality between both counterparts can be seen from the way they do things formal. If Romanian assess the formal terms of the way they are concerned with social status and educational background while the Brazilian is more focused towards formality in dress. Although they have same way valuing the time that is polychronic, both still have differences.  Brazilian has the areas that the orientation to time is not always the same, as like Sao Paulo and Cariocas of Rio. Romanian is not too concerned for their own time but questioning time for the visitors. Meetings often start 30 to 60 minutes late and last beyond the anticipated ending time, but visitors are expected to be punctual. Romanian included in the people who expressive in paraverbal and nonverbal communication like Brazilian. It can be seen by their way to making contact. Be prepare for much more touching, this is a high contact culture, with (among friends) lots of hugging and kissing. The broad and frequent Italian-style hand and arm gestures may startle some visitors from the reserved cultures like Irish people. But, Brazilian tend to expressive in communication behavior than Romanian who expressive in making physical contact.

            Third negotiator is the Irish negotiator. Irish is really strict in RF than Brazilian and Romanian. The Irish is RF people who expect to socialize before, during, and after sit-down bargaining sessions. The Irish is moderately formal than Brazilian and Romanian, but not really rigid. It can be seen from Irish much less class-conscious than the British. Most people use first names in a social setting. The Irish counterparts have the similarity in orientation to time with Brazilian. Both have some areas which have fluid and rigid time. And similarity with Romanian in the leeway to be late. But, Irish tend to moderately fluid than Dublin and Brazilian. Visitors are expected to give the Irish partner the “leeway” (extra time ± a half hour) to be late. Our Irish counterparts may be late for appointments, but they still expect foreign visitors to be on time for business meetings. Except for the handshake, most Irish people avoid touching others in public, unless the contact is initiated by the Irish counterparts themselves. Their expressions are quite reserved and different from Brazilian and Romanian who are more expressive in making contact.

The last negotiator is the Canadian negotiator. The people who live in Canada are coming from many different cultures. But, here we will just discuss about the profile of two major business cultures, those of English (Anglophone) and French Canada (Francophone). Anglophone Canadian tends to be deal-focused, moderately informal, very egalitarian, reserved and relatively time-conscious. Most French Canadians are a little moderately RF, more formal, hierarchical, emotionally expressive, and somewhat fluid. The Canadian negotiator has deal-focused tendencies because English-speaking visitors from overseas find it easy to communicate with Anglophone Canadians. Their focus relationships are DF which totally different from Brazilian, Romanian and Irish. Canadian formality is informal which almost similar with the Irish formality moderately formal. But, Canadian formality is different from Brazilian and Romanian who are very formal. Egalitarianism is a key value for English Canadians, in this respect they differ noticeably from their British cousins. Anglophones usually want to get on a first name quickly, even with people they have just met. This informality is assign of friendliness and warmth. In both Canada’s mainstream business cultures visitors are expected to be on time for appointments. It’s similar with the Brazilian, Romanian and Irish who questioning the visitors time. English Canadian is variably expressive in both paraverbal and nonverbal. They start out with Dr, Mr, Mrs, Ms. But usually they suggest switching to a first name basis soon. They are similar with the Brazilian and Romanian but totally different from the Irish negotiator.

Conclusion & Suggestion

Conclusion

Based on the discussion, it shows that there are differences among the negotiators across culture. The results of this comparative analysis are: (1) Brazilian negotiator is Relationship-Focused people, moderately fluid in time, tend to be formal, and expressive people (2) Romanian negotiator’s RF less visible than the Brazilian’s RF, the Romanian formality similar with the Brazilian but have differences from the way they do things formal, Romanian and Brazilian have the same way valuing time that is fluid time, Romanian and Brazilian are same expressive but different way they expressed it (3) Irish negotiator  is really strict in RF than Brazilian and Romanian,  the Irish is moderately formal than Brazilian and Romanian, but not really rigid, Irish tend to moderately fluid than Brazilian, Irish expressions are quite reserved and different from Brazilian and Romanian who are more expressive in making contact (4) The Canadian negotiator has deal-focused tendencies which totally different from Brazilian, Romanian and Irish, Canadian formality is different from Brazilian and Romanian who are very formal, visitors are expected to be on time for appointments

English Canadian is variably expressive, they are similar with the Brazilian and Romanian but totally different from the Irish negotiator.

It shows from this research the differences patterns of cultural business behavior between Brazilian, Romanian, Irish and Canadian people are in their relationship, orientation to time, formality and nonverbal communication.

Suggestion

 Further research on comparative analysis about cross-cultural interaction is strongly suggested. Particularly on analyzing more data. Because in this research only four patterns data of negotiator profiles that discussed.

References

Gesteland, Richard R..2002. Cross-Cultural Business Behavior. Denmark: Copenhagen Business School Press.

Culture Interaction https://wesleywordpress.wordpress.com/2013/01/23/culture-interaction/ on November 22^nd, 2015

Cross Culture http://www.investopedia.com/terms/c/cross-culture.asp on November 22^nd, 2015

PATTERN OF CCBB*	BRAZILIAN NEGOTIATOR	ROMANIAN NEGOTIATOR	IRISH NEGOTIATOR	CANADIAN NEGOTIATOR
RELATIONSHIPS (Deal Focused/ Relationship Focused)	RF	RF	RF	DF
ORIENTATION TO TIME (Rigid/Fluid)	Moderately Fluid	Fluid	Moderately Fluid	Rigid
FORMALITY (Formal/ Informal)	Formal	Formal	Moderately Formal	Informal
NONVERBAL COM (Expressive/ Reserved)	Expressive	Variably Expressive	Reserved	Variably Expressive

 Table 1.1 The Comparative Analysis Table of Patterns of Cross-Cultural Business Behavior

*: Cross-Cultural Business Behavior

              Although, they have some similarities in patterns of cross cultural business behavior, but in that similarities they still have significant differences. (1) Brazilian negotiator is Relationship-Focused people, moderately fluid in time, tend to be formal, and expressive people (2) Romanian negotiator’s RF less visible than the Brazilian’s RF, the Romanian formality similar with the Brazilian but have differences from the way they do things formal, Romanian and Brazilian have the same way valuing time that is fluid time, Romanian and Brazilian are same expressive but different way they expressed it (3) Irish negotiator  is really strict in RF than Brazilian and Romanian,  the Irish is moderately formal than Brazilian and Romanian, but not really rigid, Irish tend to moderately fluid than Brazilian, Irish expressions are quite reserved and different from Brazilian and Romanian who are more expressive in making contact (4) The Canadian negotiator has deal-focused tendencies which totally different from Brazilian, Romanian and Irish, Canadian formality is different from Brazilian and Romanian who are very formal, visitors are expected to be on time for appointments.