Negotiation

Negotiation is a process by which the two sides try to reach an agreement on their favorite topics .


Introduction
Today, people around the world have increasingly interacting, discussing and understanding other cultures . Culture of a country that has long been an important environmental factor as the main cause systematic differences in the behavior of organizations. Refusing to account for cultural differences, because many were commercial failures (Steenkamp, ​​2001; 30). However, when cultural differences are well understood and successfully directed , can lead to business operations , creative and sustainable source of competitive advantage .
This means that negotiators heterogenous cultures and interact with people with different negotiation styles given position must be able to provide (Simintiras and Thomas, 1998; 10).

Impact of cultural diversity on international trade
Effectiveness in global companies increasingly growing commercial negotiations to survive are related. Seek opportunities in global markets , managers are significantly involved in international trade negotiations . One of the most challenging tasks in such a manner that international trade negotiations and more than 50% of managers spend their time in this way (Reynolds et al, 2003; 236).
As the markets are competitive and international organizations , businessmen , politicians and consumers that make up these institutions will also have to interact , leading, negotiating and understanding people of other cultures are . Values ​​and beliefs of people who work with their language and customs differ from you can cause misunderstanding and even business failures are costly . So the experience costly , managers and politicians aware of the business and politics has been dominated by two distinct intellectual activity of certain cultural beliefs and values ​​of a society is separate . Social behavior in particular fulfilled and deeply values ​​and beliefs are associated . This means that cultural differences mismanagement of risk is high .
Wrong direction could mean the difference negligence or failure to maintain and excitation employees, potential misinterpretation of the International Union for the border , inevitable errors in marketing and fail in establishing sustainable sources of competitive advantages . Mismanagement of cultural differences may be, other organizations and managers to succeed in intercultural activities to deal with the deadlock and lack of effectiveness . But when they successfully manage cultural differences can lead to innovative business practices , better and faster learning in organizations is to create a sustainable source of competitive advantage ( Hvklyn , 1377 , 51 ) .

Role in international trade negotiations Sale
Important contribution to international trade and the growth of world trade has contributed to the increase . Companies involved in international trade due to the different national and cultural boundaries face should be familiar with the different forms of sales transactions and trade negotiations . This means that people from different cultures interact and negotiators involved in the talks to succeed, we must be able to present the position of the different negotiation styles (Simintiras and Thomas, 1998; 10).
Obstacles to achieve success in the negotiation of trade agreements, cultural , economic, legal and cultural barriers further .
Success depends on the ability to see things from the perspective of cross-cultural dialogue and negotiation and understanding of cultural values ​​and perspectives of others in their backgrounds (Gulbro and Herbigs, 1995; 19).
of international importance and is considered an important advantage (Simintiras and Thomas, 1998; 10).
Negotiating skills are associated with higher commercial sales . Parties involved need to agree on the price and other trade -related issues are sold . Marketing activities related to trade and the manner in which the transaction occurs. Negotiations to reach agreement on the existence of two or more bonded with each other .
(Kotler, 2000; 638 - 639).

The effect of culture on inter-cultural sales negotiations
Negotiation is one of the most important elements ( components ) is the buying and selling . Negotiation is a process by which the two sides try to reach an agreement on mutual interests (Gulbro and Herbigs, 1996; 17).
Negotiation process is a complex process that is under the influence of culture ( cultures ) are negotiators . For example, during a call between the parties negotiated under the influence of ethnic heritage ( ethnic ) attitudes and behaviors are shaped by the culture of the negotiators .
Persons having similar cultural backgrounds tend to exhibit common patterns of thinking, feeling and reacting in line with their cultural heritage . Inter- cultural literature that buyers and sellers have been studied with a common culture , this adjustment has been approved .
Despite the rich literature full time on intercultural negotiation behaviors , little attention is given to cross-cultural negotiation behavior . In international sales negotiations when the parties involved in negotiating diverse ( heterogeneous ) belong in our thoughts, feelings and behaviors will be different too . Such cultural differences in cross-cultural negotiations are prevalent and can affect the process and outcome of negotiations (Simintiras and Thomas, 1998; 11).
When negotiating with someone from another country with a different cultural background , process and negotiation process can be considered as a barrier to successful business negotiations (Gulbro and Herbigs, 1995; 19).
All other methods that can be understood by the successful performance of cross-cultural business negotiations .culture to achieve good results (Gulbro and Herbigs, 1995; 20).

Low cultures , customs and Pradab
Verbal and non-verbal cues to communicate the message of the whole concept of a set . However, people in different cultures verbal message and non-verbal cues and interpret a different form . The differences in communication , cultures and rich traditions into an easy- hard- less culture is divided ( Akhtar , 1380 ; 98 ) .
Edward Hall has stated that one of the key dimensions of culture that is particularly associated with negotiating situations , is communication . According to Hall cultures on the basis of the relationship , along the continuum of culture are difficult to culture easier .
Countries such as the USA , Switzerland and Germany can be called in this category . In contrast, cultures, backgrounds , deep , clear , and explicit verbal information in the form provided below and the message could not be understood without considering the communication field . Such a culture facial expressions, gestures and body language are important . Countries such as Japan, China , Brazil, Mexico , Spain and Italy may be Qlmdadkrd this category (Simintiras and Thomas, 1998; 12).
In culture, low culture , such as North America, Germany and Switzerland , frank and accurate. In these cultures, these are the words that carry the meaning of a message and rituals have an important role in this field . So what is said is more important than what to say and how to say it .
German and American cultures, less rules as holders of common characteristics . However, they are also significant differences in the types of relationships . Germans than Americans are more formal when talking to each other . They even his close association with the titles such as sir or madam , are addressed . In Germany it is customary that people take for example his or her doctor to doctor call ( Akhtar , 1380 ; 99 ) .
Not surprisingly, in the East it is expected that non- verbal Ashartgrhay people can understand what they have been told verbally . Westerners should take business calls , with less attention to what they hear such cultures and instead pay more attention to what they see (Keegan, 2002; 74).
In contrast, high culture , customs (hardware ) such as Asian cultures , Latin America and the Middle East , communication is very important . In this dictionary, the words do not convey the message but also its meaning and content of the text message can be pulled out ( Akhtar , 1380 ; 99 ) .
Thus communication in cultures of non-verbal communication difficult and depends strongly indications . While in permissive cultures , communication is mainly dependent on the explicit and verbal communication (Figure 1 ).
Recent studies suggest that a strong association between low culture and customs Pradab " Hal " index and individualism - collectivism orientation and power distance index " Hofstede " there. For example , low power distance index, individualism of American culture, the level is high, while the deep culture of Arab countries with high power distance and individualism index is low. The general managers in a culture of indifference , because they will have the best performance in the written report, a written contract and other aspects of communication are used . In a culture of negligence , the person will be a deal very quickly . Conduct an in-depth business culture takes longer because it requires prior ties to more information about the people working in the business achieved. Business people working on deep culture , do not know how their relationships are with people who have a decent level of culture . " Hall " in the Middle East says if you do not want to spend their time drinking tea with others , you will have trouble . You learn to be patient and do not rush into a deal . Even in permissive cultures , communication largely depends on our cultural evidence . Often we do not notice this . In this context, " Hal ," said the major part of our culture lies outside our awareness , in most cases we do not even know what we know ( Katyvra , 1383 : 140).

Negotiation process
Negotiation involves two aspects: the main subject (such as a contract negotiation is carried on among the members of the distribution channel and marketing a product ) and the negotiation process to ( about negotiation is carried out ).

In the classical view of the negotiation process consists of four phases : a non- functional , functional , and agreed convince .
The first stage describes the process of establishing harmony among team members familiarize and negotiating deals. This step involves the exchange of information related to business meetings (business ) is not . This led to the creation of commercial conflict between the two countries , and the probability of failure increases (Gulbro and Herbigs, 1995; 21).
Thus creating a solid rapport based on mutual trust is very important before signing a contract (Herbigs and Drew, 1998; 40).
Secondly, the exchange of information relevant to the needs and preferences of the parties concerned . For example, Japanese companies the Main Information Exchange is negotiable. Questions and comments are very Japanese to reach a complete understanding of them is essential to the ultimate success of the negotiations .
Convince the compromise (the third stage) is an attempt to modify the views or opinions of the parties and convince procedures . At this point, do not spend too much time Japanese words , they have more time to devote two stages . The Japanese believe that if the parties have a good understanding of each other , it does not need much time to convince .
The fourth stage is the stage of acceptance and agreement , the final stage of the negotiation process in which the parties agreed to achieve . To reach an agreement that is mutually acceptable to both parties usually give points to the other side . It is essential to adoption of both parties to reach an agreement (Gulbro and Herbigs, 1995; 21).
From the perspective Symyntyras (SIMINTIRAS) and Thomas after the initial preparation for cross-cultural sales negotiations , different parts of the negotiation process can be divided into two stages :
1 - Non- functional interaction
2 - Interaction jobs
First, the interaction of non- functional or descriptive identification of each stage or phase of communication between members of the negotiating team . The outcome of the interaction effect on the position of superior accuracy ( correct) opinion forming and attraction between people in negotiations.
This phase emphasizes the exchange of information, persuasion and bargaining strategies , divesting concessions in the negotiations on an agreement they will . Figure 2 represents the views Symyntyras Thomas in connection with the negotiation process sales transactions between cultures.

1 - Non- functional interaction

Superior position in the non- functional interaction of the negotiation process , superior location plays an important role . Position can by personal circumstances , age, gender , education, position in the company and also the relative position of any company is determined . In almost every negotiation , there are some differences in the position of negotiating parties as a strong cultural basis in international negotiations should be considered . This is important in cross-cultural sales negotiations that buyers and sellers a superior position to detect and understand. Different cultures , there are different degrees of importance for the position in the negotiations .
Deep cultures have been working at the center position . Because mutual understanding of each other, communicate , and understand the meaning inherent in every person, in every part of the communication is done in people's minds . Here, not only what is said , but how it is said , too, is very important .
The less difference between the permissive cultures exist and fewer rules about how there is the correct behavior . Instead, most people tend to rely on personal relationships and informal discussions . According to Graham superior position due to considerable cross-cultural sales negotiations and the results can be influenced . Differences in positions of superior negotiators between deep and shallow cultures are a potential source of problems (Simintiras and Thomas, 1998; 14).

Accuracy of forming opinions on the non- functional interaction negotiators tend to form opinions about each other 's attitudes and characteristics . This is an important issue , because the initial conception of the first people from confronting them can be considered as a basis for future bargaining strategy .
Formation of false beliefs can have negative effects on the later stages of negotiations and discussions of future damage .