Negotiation and Decision Making Styles Dialogue

Negotiation and Decision Making Styles Dialogue

In negotiations and decision making processes, it is imperative that knowledge as well as experience is properly utilized by the managers. This will ensure successful operation and competitive positioning in the global market. Sanyoung Inc. is the manufacturer and provider of premium technology products such as smartphones and tablets. Based in the United States, the company has managed to establish a global presence over the years mainly through innovation in its product range. The company has recently shown keen interest in launching its latest smartphone series, Lumka, in the market of China. The country has a population of nearly 2 billion and this means that the country has a massive market that offers a lot of promise for generating high revenues through sales of the new Lumka series of smartphones (Gerbing & James, 1988, p. 192; Bellenger & Pradeep, 1980, p. 79).

Sanyoung plans to establish a manufacturing plant in the China prior to selling its products in the local markets. This way, the company will be able to enjoy economies of scale through reduction of manufacturing costs and this will lead to profit maximization (Darden & Dub, 1975, p. 111). However, Asian markets have shown little enthusiasm on learning the English language and this is particularly true about China. This essentially means that a number of communication and cultural barriers exist between the two countries and these seriously undermine the marketing and sales strategies of the company most of which is in English (Gerbing & James, 1988, p. 192). This also affects the competitiveness of the product to a great extent. Hence, negotiations and good decision-making is needed in order to tap the full potential of the Chinese markets.

When looking at the market of China, there exist a number of verbal and non-verbal communication barriers. Four common barriers to verbal communication are (Brislin, 1970, p. p. 189):

Cultural barriers

Evidence

Presentation

Points

Apart from this, four of the most common barriers to non-verbal communication are (Gerbing & James, 1988, p. 192):

Para language

Silence

Body language

Facial expressions

Looking at the problems faced by Sanyoung Inc. in the market of China, it is imperative that proper negotiation dialogues are established between employees of Sanyoung and China. This is needed for three main reasons which can also be highlighted as the most possible obstacles to reaching a decision on the conflict (Hafstrom et al., 1992, 152). For example, the first obstacle is cultural barriers. In terms of culture, China and the US can be called polar opposites as a lot of differences exist between the cultures of the two countries. Hence, negotiation dialogues should focus on providing information to the employees of both countries regarding the culture of the other. By having a deeper understanding of the culture of the other country, possible obstacles in the way of effective communication will be removed (Hafstrom et al., 1992, 152).

Apart from this, language barrier is another major barrier that serves as an obstacle to reaching a concrete decision regarding the ...