NEGOTIATION & DECISION-MAKING
Before the initial negotiation process begins, it is important
to understand that swapping of business cards, while practiced, in America
is not as important a formal ritual as it is in other countries.
It is also important to realize that many American negotiators believe
that the American way is the only way and that they have a limited knowledge
of other negotiating customs around the world. In fact, American
negotiators often believe that compromise will help resolve issues in a
negotiation not realizing that other country's negotiators may be unwilling
to compromise and have one set position in mind. Finally, American
negotiations are fast paced with quick decisions being made in an attempt
to save both time and money.
Description Of Negotiator
A good American negotiator respects those on the opposing team.
He or she is very knowledgeable about the deal at hand. And the negotiator
will let the other party make the first offer. An American negotiator
will start the negotiation process with a hard-nosed approach only making
compromises when progress has stopped and compromise is the only option.
American negotiators tend to show as little of their hand as possible and
typically hold something in reserve to help later in the process when progress
begins to slow down.
American managers are the most accepting of risk and often go after
a somewhat risky venture in order to attain the biggest piece of the “pie.”
Locus Of Control
Managers in America have an internal locus of control and believe
that through their decisions and problem solving abilities that they can
control the outcome of a situation.
Autocratic Leadership vs. Participative Leadership
American management falls in the middle between autocratic and
participative leadership. While management believes in the merits
of decentralized decision making it still often depends on superiors to
Collectivist vs. Individualistic
American society in general is the most individualistic culture.
This often leads to a lack of loyalty to the firm and can lead to high
turnover within the organization.
Objective Approach vs. Subjective Approach
American managers are very objective decision makers and look at
all of the alternatives and facts when making decisions.
Moral Idealism vs. Utilitarianism
Managers in the United States take a more utilitarian approach
to making decisions basing their decisions on the greater good of the company.
While the greater good of the company is kept in mind, the individualistic
culture of the U.S. often overrides the idea of the greater good of the
company and changes it to the greater good for "me."
Deresky, Helen. International Management: Managing Across Borders.Third
Edition.Prentice Hall.2000. p189-190.