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Negotiation Styles in Intercultural Communication - Literature review Example

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The purpose of the paper "Negotiation Styles in Intercultural Communication" is to investigate the conflict management styles across different cultures by exploring different styles in relation to different cultures. The paper will identify the similarities and differences in negotiation styles…
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Negotiation Styles in Intercultural Communication
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Download file to see previous pages Conflict is a contest or struggle between people with opposing views, ideas, values, and goals and usually leads to adverse outcomes (Ting-Toomey, 2012). Conflict management refers to the process of limiting the negative aspects of conflicts by enhancing the positive aspects of the conflict. Conflict management recognizes that conflicts are inevitable and cannot be resolved and thus should be managed to minimize the adverse effects of conflict escalation. The conflict management styles differ across cultures since the norms, belief systems and values influence the appropriateness of the style in conflict management. Avuruch (1998) outlines the five major conflict management styles that include competing, compromising, accommodating, avoiding and collaborating. Various research studies have identified cultural differences in conflict management styles since high context cultures are less assertive and confrontational while Western cultures that are low context are mainly confrontational (Yu & Chen, 2008, p 153).
Some studies concluded that Chinese executives display avoiding and compromising behaviors while dealing with conflicts unlike British executives who prefer competing and collaborating styles in managing conflicts in their organizations. Asian cultures such as Japan, India, and China prefer non-confrontational strategies in dealing with conflicts due to collectivism, close social ties and high power distance in their cultures. In this case, the collectivism and high context culture will use styles such as accommodating, compromising and avoiding in order to maintain the existing relationships (Phillips & Gully, 2011). The Western cultures that are low context entail a high degree of individualism, low power distance, and low uncertainty and thus individuals prefer confrontational styles of conflict resolution such as competing and collaborating. The paper will detail how conflict management styles differ across cultures. ...Download file to see next pagesRead More
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