The Art of Negotiation - cross-cultural negotions Essay

The Art of Negotiation - cross-cultural negotions - Essay Example Conversely, the approach takes into account cultural the degree of cultural differences when dealing with diverse teams. Identification of the level of cultural disparity implies that the strategy ensures that there is higher win-win potential. The negotiator of intra-cultural situations can use integrative bargaining to identify the level of differences in cultural beliefs, expectations, risk profiles, abilities, and values since these aspects of the team are crucial in expanding the pie (Goldman, & Shapiro, 2012). In addition, integrating cultural differences ensures that gains and benefits match different needs and expectation of the teams. Integrative bargaining is useful intra-cultural situations because it is a cooperative strategy to negotiations. The strategy advocates win-win situations or mutual gains since it entails searching for logical trade-offs and mutually profitable available options. One of the important considerations, when using the integrative bargaining strategy, is building a rapport with the parties (Larrick, & Wu, 2007). In this case, the negotiators engage in pre-negotiations where they focus on sharing more information, making fewer threats, developing more respect, and building trust within the team. The implication is that interaction before negotiations leads to building of trust and cooperation so as the team can share a common understanding of the issues, identify intra-cultural interests and invent solutions that satisfy all the teams. Interest-based bargaining strategy is one of the innovations in the field of negotiation as an improvement to other approaches like integrative bargaining (Larrick, & Wu, 2007). The strategy can benefit intra-cultural negotiation since it recommends that negotiators should act as problem solvers with abilities to find solutions to their mutual problems or other issues of mutual concern. The interest-based strategy has some underlying principles