01 d = cross-culture negoatiation = Februari 2010

“CROSS-CULTURE NEGOTIATION”
Cross-culture Negotiation
Zulherry

Pengertian CROSS-CULTURE
negotiation
Elements:
para pihak, BEDA budaya, BEDA
latarbelakang, BEDA agama/ BEDA
kepercayaan, BEDA pendekatan;
komunikasi banyak arah – peran bahasa,
interpreter, speaker;
Kepentingan / kekuasaan( common
interest, one interest);
kesepakatan / konsensus.

Jenis negosiasi lintas budaya
Dalam

satu jenis budaya hukum, tapi
berbeda latarbelakang budaya;

Dalam dua jenis budaya hukum;
Objek kepentingan dalam satu yurisdiksi;
Objek kepentingan dalam dua atau lebih

(multi-yurisdiksi);

Chinese concept of negotiation:
-

Mobile warfare
joint quest (penyelidikan bersama)
fundamentally different from that of people in the West
negotiation activity has skyrocketed in China in recent years
Result:
frequently unsatisfactory
(see: Guy Oliver Faure,at http://
www.springerlink.com/content/pv84750482082627/

US concept of negotiation

Task oriented
A goal to drive to a final

agreement
Quickly as possible

Japanese concept of
negotiation

The non task sounding
The task related exchange of information
Persuasion;
Concession and agreement

Arabian concept of negotiation
Islamic dimension of negotiation
Trust first;
Personal relationship;

Business negotiation

Japan

USA

Marketing the products of
Toyota

Business negotiation
Japan

Swed
en
Merger
Between
Sony and Ericson

Business negotiation
China

USA

Patent Licensing to produce IBM
computers and equipments in
China