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 22nd,
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.
