NEGOTIATION STYLES AND COMMUNICATION Assignment Example | Topics and Well Written Essays - 750 words

NEGOTIATION STYLES AND COMMUNICATION - Assignment Example Globalization has brought about the need for cultural understanding for traders in various countries to enable them to trade globally. The Vietnamese and the Americans have different personality styles and preference in negotiation. To start with, the Americans and Vietnam have different approaches to negotiation with the Americans being convenience customers while the Vietnamese are valued customers. This is from the buyers’ point of view so that the negotiating party is the buyer. A convenient customer is the once who is less sensitive to brand and try to minimize effort on evaluation. The convenience customers are time sensitive, thus prefer saving on time. The Americans fit the convenience customer definition through its individualistic nature. Americans are more interested in satisfying personal needs rather than focusing on societal beliefs and culture, therefore the American consumers are known to make decisions free of societal influence. On the other hand, the value customers are conscious of both value and prices of products. They, the value customers, would want to get the best quality at the lowest possible cost thus maximizing on value. For the Vietnamese, they believe in collective communal responsibility for individuals. The people in Vietnam are aware of the general prices of products and qualities, thus are more brands sensitive. The Easterners prefer having to negotiate for lower prices but at the same time maintaining good quality of the product. The individual behavior has affected the way trader price their goods. Traders in the east are aware of the bargaining nature of most of the customers thus have priced their products to allow for bargaining. The Far East is characterized with high power distance (Van 2009). This means that the gap between those having powers, and those not in powers is big and visible. The inequality in power is reflected in the high income disparity