Discussion Questions III Essay Example | Topics and Well Written Essays - 500 words

Discussion Questions III - Essay Example The effectiveness depends on the strength of understanding and ability to influence and achieve. â€Å"Strategies for communication and influence need to be rooted in a detailed, context-specific understanding of both the behavioral patterns and the underlying cultural values of those with whom we want to engage. Recognition of this is a vital first step for professionals†¦ who want to exert influence upon and engage with others across the globe.† (Dr Mooij, 2009) Negotiations are an important part of conducting business to arrive at mutually acceptable decisions or resolve issues where participants hold differences of opinion or objectives. But, â€Å"operating across national cultures often magnifies negotiation problems† (Hendon, 1999, p.16) due to differences in interpreting the subtle languages of time, space and other concepts. Apart from culture, the ability to negotiate is also affected by emotions, and body language is interpreted differently in different cultures. Take the simple action of a friendly handshake for example. Like the Germans, Americans tend to shake hands forcefully, but â€Å"in some parts of Europe a handshake is usually quick and to the point† (ibid, p.70) and the Asian handshake may be limp. Asians might interpret an American handshake as being â€Å"too abrupt and heavy-handed† (ibid) whereas an American may consider the less firm handshake as a sign of being unassertive. Spatial concepts dictate greeting rituals, the size of one’s personal ‘comfort zone’, eye contact, acceptable seating arrangements, and so on, all of which differ between cultures. Concerning time, this is something that is followed more strictly in a fast paced country like America than it is in many other countries of the world. The typical western mode of thinking perceives the concept of time as linear and sequential rather than cyclic and simultaneous. Thus, the negotiating style for someone having the former perception