A Comparative Analysis
of Negotiator Profiles across Cultures
Abstract
This
comparative analysis aims at comparing business negotiating profile across
cultures. To achieve the aim of the research, the researcher employs
descriptive qualitative method. The result of this research show that from 4
data: Each negotiator have difference patterns in business cultures. (1) Indonesian
negotiator is Relationship Focused, Formal, Fluid Time and Reserved Cultures. (2)
French negotiator is Relationship Focused, Formal, Rigid Time, Expressive
Cultures. (3) British negotiator is Deal Focused, Formal, Rigid Time, Reserved
Cultures. (4) U.S. negotiator is Deal Focused, Informal, Rigid Time, Expressive
Cultures.
Keywords: Comparative Analysis, Descriptive Qualitative,
Indonesian Negotiator, French Negotiator, British Negotiator, U.S. Negotiator
1. Introduction
This
research aims at comparing business negotiating profile across cultures. Cross-cultural
business interaction is important to be studied, because each country has
cultural differences which appear to be a great problem for international deal
makers since they are confusing and unpredictable. So, from learning cross-cultural
business interaction we can reduce that confusion and introduce that some
predictability by classifying international business customs and practices into
logical patterns.
There
are two iron rules of international business: 1. The Seller adapts to the
buyer. To do that, people can thorough knowledge of international business
customs and practices which especially important for people who involved in
international sales and marketing. 2. The Visitor is expected to observe local
custom. It’s like “enter village, follow customs”, “when in Rome, do as the
Romans do”. Considering the 2nd rule, the author disagree and gives an advice
to not to mimic or copy local behaviour. Instead, just be yourself. But of
course, “being yourself” includes being aware of local sensitivities and honouring
local customs, habits and traditions.
Cross-cultural
business behaviour has four patterns. First, There are two kinds of people
based on their cultures: Deal-Focused People (DF) are fundamentally
task-oriented. DF people are pushy, aggressive and offensively blunt.
Relationship-Focused People (RF) are fundamentally people-oriented. RF people
are dilatory, vague and inscrutable. Second, In Business Cultures there are
Formal or Informal cultures. Informal Cultures are Egalitarian Cultures and
Formal Cultures are Hierarchical Societies. Third, In timing the business
cultures there are two kinds of time: Rigid Time is like worship the clock,
they as an arrogant martinets enslaved by clocks and arbitrary deadlines people
and Fluid Time is like more relaxed about time. They as a lazy, undisciplined
and rude people. Fourth, in emotionally cultures, there are expressive people
and reserved people. Emotionally expressive people are communicating verbally,
paraverbally or nonverbally. Emotionally reserved people behave out of a
respect for etiquette and out of a sense of prudence.
2. Method
The
method used in this research is descriptive qualitative. The source of the data
used in this research is Cross-Cultural Business Behaviour written by Richard
R. Gesteland. The data used are (1) Indonesian Negotiator, (2) French
Negotiator, (3) British Negotiator, (4) U.S. Negotiator.
3. Discussion
Indonesian
Negotiator is a Relationship-Focused, hierarchical, and relaxed about
punctuality and deadlines. Indonesian negotiators tend to be soft spoken,
friendly, and polite.
French
Negotiator is Relationship-Focused, France remains one of Europe’s most
hierarchical societies today. Visitors are expected to be roughly on time for
business meetings, particularly if they are selling. The differences between French Negotiator and
Indonesian Negotiator are in time and emotionally cultures.
British
Negotiator is a Deal-Focused, time-obsessed and tend to be direct. Formality,
hierarchies and status are differences in British. In England is largely
determined by one’s regional. The differences between British Negotiator,
French Negotiator, and Indonesian Negotiator are in the people focused, time
and emotionally cultures.
U.S.
Negotiator is a Deal-Focused, time-conscious or time is money, informal and
multi-ethnic, multiracial, multi-cultural society. The differences between U.S.
Negotiator, Indonesian Negotiator, French Negotiator, and British Negotiator
are in people focused, formal or informal business cultures, time and
emotionally cultures.
A
brief explanation about the difference Patterns in Business Cultures
in
1st, 2nd, 3rd, 4th negotiator in a
table.
|
Negotiators
|
Deal Focused or
Relationship Focused
|
Formal or Informal
Business Cultures
|
Time and Scheduling
|
Emotionally
Expressive and Emotionally Reserved Cultures
|
|
Indonesian
|
Relationship Focused
|
Formal
|
Fluid Time
|
Reserved Cultures
|
|
French
|
Relationship Focused
|
Formal
|
Rigid Time
|
Expressive Cultures
|
|
British
|
Deal Focused
|
Formal
|
Rigid Time
|
Reserved Cultures
|
|
U.S.
|
Deal Focused
|
Informal
|
Rigid Time
|
Expressive Cultures
|
4. Conclusion and Suggestion
Conclusion
about discussion above, it can be concluded that from 4 data: Each negotiator
have difference patterns in business cultures. (1) Indonesian negotiator is
Relationship Focused, Formal, Fluid Time and Reserved Cultures. (2) French
negotiator is Relationship Focused, Formal, Rigid Time, Expressive Cultures.
(3) British negotiator is Deal Focused, Formal, Rigid Time, Reserved Cultures.
(4) U.S. negotiator is Deal Focused, Informal, Rigid Time, Expressive Cultures.
Suggestion
for future or another research is based on the result of the analysis and the
conclusion above, in this research only four data. If it’s more than 4 data the
result will be different. Another researcher can continue this research with different
negotiators or more than 4 data.
5. References
Gesteland,
Richard R. 2002. Cross-Cultural Business
Behaviour. Fourth Edition.
Copenhagen Business School Press.
(retrieved on November 22,
2015)
