The Significance Of CrossCultural Negotiation Skills For The Success Of International Mergers And Alliances



If we analyzed then we come to know that by definition, the two or extra parties concerned in a negotiation have conflicting interests and may come into disagreement over key points, whether it be a fair cost in buyer-seller relations, a fair licensing agreement, or an evenhanded workplace understanding. Furthermore, the conflict and agreement that takes place throughout negotiations has an intrinsic emotional component, and touching or emotional reactions such as suffering or annoyance are frequently experienced throughout the negotiation procedure. Certainly, the procedure of attitudinal structuring (Walton &amp. McKersie, 2005) has a significant emotional component. Anecdotal proof, case studies, and educational writings point to an attractive occurrence that can take place in cross-cultural negotiations the appearance of negative spirals that cause ever more negative emotional or touching reactions in negotiators which rise ill-will, hurt the negotiation procedure, and frequently bring it to an end.