Cross Culture Management Assign 5



Question 1: What is one important point associated withnegotiations?

While making negotiation in America, one must note that they have asense of urgency. As to American time is money and they want urgentresults. They do not like negotiations that will take much of theirtime.

While negotiating with a Brazilian, one must note that they are warm,friendly and diplomatic people. Despite this being the case, thesecharacters do not translate into making easy negotiations. They aretactful, smart and clever who make better deals (Bhagat, Kedia,Harveston &amp Triandis, 2002).

On the other hand, the Japanese are people who are exceptionalhistoric constraints as well as driven by their thoughts processmainly in language development that is different from any other.

Chinese word for negotiation is “tan-pan” that has a combinationof characters that means, “to discuss” and “to judge.” As toChinese, negotiation is mechanisms that build trust and ensure thattwo parties have been able to work together for mutual benefits.

In India, one must bear in mind that the process of negotiation isquite slow. The negotiation process has to fist win trust beforedealing with the efforts of maintaining rapport.

Question2: What are some rules of thumb associated with meetingand greeting?

In America, the greetings are quite informal. It does show lack ofrespect but manifestation process of American ways that all peopleare equal. As well, in business situation, Americans do not shakehands at social events. Mainly greeting are taken casually with“Hello” or How are you?” in most social situation, Americans donot shake hands upon termination or leaving. The answers issued togreetings are, “how are you?”, “how do you do?” the commonexpression that is used is “see you later” and people in Americawill say this even if there are no plans to see once again.

Japanese are different from the western people during the firstmeeting, they worry much on how to meet the newcomers. In theirsocieties, the executive in Japan have an understanding of who theyneed to address people with consideration of superiority, inferiorityor within equal level (Bhagat, Kedia, Harveston &amp Triandis,2002).

In India, when doing a business, meting etiquette demands ahandshake. However, the Indians mainly use the Namaste. Namaste issituation where the palms are brought together at the chest level andmake a slight bow of the head. India uses the Namaste as one crucialsign of understanding their etiquette. It is common in India when oneis addressing a person well known, to apply the appropriate formaltitle such as Professor, Doctor, Mr., Mrs., and if name not knownthere is the use of Sir or Madam. At the first meeting business cardare required to be exchanged.

In China, doing business is a process that incorporates meeting andgreeting people. In China, the meeting process starts with ahandshake and a slight waggle of the head. The Chinese people are notmuch interested with physical contact. One should be calm, controlledand collected. On the first meeting, business cards are to beexchanged.

In Brazil, meeting is to be scheduled at least in two weeks ahead andbe confirmed in writing. In Brazil, it is not common to appointmentor be cancelled or be changed in the last minute. Duringintroduction, business cards are exchanged. They shake hand witheveryone and it is not a surprise to receive a kiss on the cheekduring subsequent meeting.

How might a foreigner make a good first impression?

Americans are much comfortable with foreigners who are ready to fistintroduce themselves. They rush to ask for introduction from theforeigners remember that they take time as valuable.

Foreigners in Japan are expected to communicate their views. Theculture allows message that is not explicit stated with voiced words,the message is expressed through nonverbal gestures, smiles, silenceor head turns.

In China, the foreigners are expected to have harmoniousrelationship. They are expected to learn fast with their duties, haverespect and loyal to the relationship created. For foreigners inIndia, they are expected to make first introduction using English asthe international commerce communication tool.

In Brazil, Mainly on value personal contact and on face-to-facemeetings, foreigners are expected to introduce themselves. Theintroduction must be made with a mutual acquaintance and theBrazilian will feel comfortable with the foreigner and hence ease wayof doing and taking the business.

What are some of the stereotypes associated with the culture ofthe country?

In Brazil a person is expected to be introduced, be social, avoid lotof confrontation, dress well, be prepared for informality amongothers.

In China, a person is expected to dress well, show respect, and befaithful and dedicated

In American, one must be honest, social, avoiding conflict, dresswell and be set in a formal way.

Finally, in India, respect, faithful, dressed well, avoidance ofconflicts and maintain face to face contact are some of the uptake inthe culture.


Bhagat, R. S., Kedia, B. L., Harveston, P. D., &amp Triandis, H. C.(2002). Cultural variations in the cross-border transfer oforganizational knowledge: An integrative framework. Academy ofmanagement review, 27(2), 204-221.