Negotiation: different culture different concept
Z u l h e r r yDefinition of negotiation varies from culture to culture
-There is no single pattern of negotiation
-Different character different style of negotiation
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
US concept of negotiation
• Task oriented
Japanese concept of negotiation
• The non task sounding
• The task related exchange of information • Persuasion;
Arabian concept of negotiation
• Islamic dimension of negotiation • Trust first;
International negotiation
• Mapping of interest;• Shape the climate (recognizing current situation) • Respecting cultural differences
• Building relationship with trust
• Negotiator should or may enact as a strategic leader (good leader are good
negotiators/mediators)
• See at:
