Diverse cultures 'respond differently' to negotiation techniques
Asian negotiators responding negatively to anger compared to their European counterparts
Diverse cultures respond differently to the same negotiation
techniques, according to a new study.
Graduate business school Insead teamed up with the University of
Berkeley to research the different responses to anger during
negotiations.
The study found that Asian negotiators are less likely to make
concessions than their European counterparts during heated
negotiations.
A further experiment suggests that cultures react differently to
anger in 'appropriate' situations.
Asians were more likely to conduct deals with an angry opponent
if they were told that expressing anger was acceptable, while
Europeans were less likely to make concessions if anger was deemed
unacceptable.
Hajo Adam, of Insead in France, said: "People tend to react
negatively [to inappropriate anger]. They no longer want to
concede. They may even want to shut down and potentially penalise
the counterpart for acting inappropriately," he said.
Firms may wish to train employees in negotiation workshops in
order to develop their ability to communicate with those from
different cultures.