Cultural influences to negotiation
Definition
Culture plays an important role in negotiation. It is noted that the various cultural practices and beliefs affect the overall perception of the society over the negotiation process. For instance, some cultures believe that one gender is a better negotiator than the other gender.
Summary
The journal article by Shan, W., Keller, J., & Joseph, D. (2019), entitled Are men better negotiators everywhere? A meta‐analysis of how gender differences in negotiation performance vary across cultures relates to the key term of cultural influence to negotiation as it highlights one of the key elements of culture, which is gender. According to this article, many cultures believe that men are better negotiators everywhere. This belief is based on the fact that men are the ones who are mandated to give productive contribution for them to make money. Given this case, they usually aim at using what they have in an optimal manner. In such a scenario, they choose to engage in high rates of bargaining for them to be able to afford more in the economy. The higher their bargaining levels the more goods they can afford. The reason as to why men can make good negotiators is because they are the ones who know what it takes to raise revenue. With this fact at hand, men usually like pushing the buyers beyond their limits.
Analysis
The article highlighted above in the summary section relates to the key term in the chapter, which is the cultural influence to negotiation as it outlines one of the critical cultural elements which is gender. In this article, it is believed that people of the male gender are better negotiators than those of the female gender. In my personal experience, men are the ones who mostly engage in the purchase of expensive equipment. Besides, men are the ones who are mostly entrusted with the responsibility of bargaining or rather negotiating on behalf of the company, and this is especially when money should come out of the firm.
On the other hand, when it comes to getting money or bringing business to the firm, women serve a great deal in this. The people from this gender usually have an attractive and appealing feel in business. Women are able to convince people to make purchases of what is in offer. Given this reason, they are regarded as better negotiators than men across the globe. This is especially when men are the ones who are supposed to buy the commodity in subject. A man may be forced to purchase such an item as a show off to the sales lady that he can afford.
In my opinion, between men and women, I would state that men are better negotiators than women. This is because of the manner in which the society is structured in such a manner that women expect some income from men, while men don’t expect much from women. Given this case, women tend to spend without bargaining so much knowing that the amount that they have used will be reimbursed based on the societal expectations of them being dependent on men. To this end, it is therefore correct to state that men are better negotiators than women.
Reference
Shan, W., Keller, J., & Joseph, D. (2019). Are men better negotiators everywhere? A
meta‐analysis of how gender differences in negotiation performance vary across cultures. Journal of Organizational Behavior, 40(6), 651-675.