Foundations of Negotiation in a Global Setting
Definition of Negotiation
Negotiation refers to a dialogue involving two or more parties intending to reach an acceptable outcome for all parties. Another definition is that it is a process through which two or more parties solve conflicts. Besides, Rubin and Brown define negotiation as the process by which two or more parties contribute toward finding a solution for an issue (Carnevale & Pruitt, 1992).
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Differences between U.S. Negotiations with the Rest of the World
According to the U.S. Institute of Peace (2003), U.S. negotiators have distinct negotiation skills that tend to be legalistic, results-oriented, forceful, urgent, and explicit. These features may vary depending on circumstances and negotiators’ personalities and circumstances. However, regardless of the circumstances, it is easier to tell an American negotiator apart based on cultural traits. Also, the country’s preeminent international power influences negotiation. The U.S. is the world’s largest economy, hence dominance in the environmental, military, and economic aspects (U.S. Institute of Peace, 2003). Such dominance manifests during negotiations since American negotiators approach the process with a sense of entitlement.
Another negotiating behaviour consistent with the U.S. is the tendency to display hegemonic power during the negotiation process. Unlike global practitioners, U.S. negotiators approach the process with a desire to persuade or coerce others into accepting their position (U.S. Institute of Peace, 2003). That is unlike the typical fairness Americans exhibit in media. Simply put, American negotiators are less likely to compromise when negotiating.
BATNA, WATNA, and ZOPA
According to USLLS ADR (2021), BATNA is the best alternative to a negotiated agreement. It is the option a client chooses if the negotiation fails to yield an agreeable position. On the other hand, WATNA refers to the worst alternative to a negotiated agreement. It is the worst option available if an employee fails in the negotiation process with an employer. Another negotiation methodology is ZOPA, referring to the Zone of Possible Agreement. It is a range within which an agreeable compromise must be reached. Regardless of how long the negotiation takes, participants must reach an agreement. Accordingly, participants in the talks must consider each other’s values and interests.
Best Practices in Global Negotiations
One of the negotiation best practices for a global team is negotiating tactics before beginning the negotiation process. Individuals from individualistic cultures in the West, such as the U.S., prefer verbal tactics (Saee, 2008). On the other hand, practitioners from collectivist societies like China prefer non-verbal tactics. The sitting arrangement at the negotiation table is also an important consideration. Negotiators can face each other or sit in a right-angled arrangement. In the U.S., negotiators prefer to face each other. However, in Japan, negotiators prefer sitting at a right angle (facing the problem) (Saee, 2008). Using an arrangement that aligns with participants’ cultural needs and preferences is vital.
References
Carnevale, P. J., & Pruitt, D. G. (1992). Negotiation and Mediation. Annual Review of Psychology, 43(1), 531–582. https://doi.org/10.1146/annurev.ps.43.020192.002531
Saee, J. (2008). BEST PRACTICE IN GLOBAL NEGOTIATION STRATEGIES FOR LEADERS AND MANAGERS IN THE 21ST CENTURY. Journal of Business Economics and Management, 9(4), 309–318. https://doi.org/10.3846/1611-1699.2008.9.309-318
U.S. Institute of Peace. (2003). U.S. Negotiating Behavior. https://www.usip.org/sites/default/files/sr94.pdf
USLLS ADR. (2021). BATNA, WATNA and ZOPA: How to be the Most Effective at Negotiations – USLLS ADR Blog. https://usllsadrblog.com/batna-watna-and-zopa/
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Question 
Take a moment to reflect on the times when you might have engaged in negotiating. Does making a deal with a child count as negotiation? What about buying a house or car — is that negotiating? Is negotiation synonymous with compromise? Does the idea of negotiation change with the situation or the parties involved? Does culture play a role in negotiations? If so, in what way?
Foundations of Negotiation in a Global Setting
While negotiation styles and skills may vary, successful negotiations tend to have similar characteristics and successful negotiators remember some key concepts. According to Stan Silverman (2017), it is important to know what you are trying to accomplish and to develop a game plan before negotiations start. It is also vital to study and understand your counterpart, including what they consider to be strengths in their position, what a reasonable offer is, and what the alternatives are. Finally, building relationships is important in business, and you want to work towards a win-win result. A key objective of negotiation is to find more overall value for both sides, which can be found through clear and constant communication.
In this Discussion, you will research the term negotiation and its definition and consider the role of negotiations in domestic and global situations. In addition, you will explore several negotiation theories and their use. Finally, you will discuss the best practices of global negotiations to develop a multicultural workforce.
**Define the term negotiation in your own words. Research at least two definitions of negotiation from academic journals.
**Compare and contrast domestic U.S. negotiations with that of global negotiations. What are the cultural implications?
**Define BATNA, WATNA, and ZOPA. Provide an example of each in terms of a salary negotiation with a global employee (a U.S.-based company and a German candidate).
**Describe the best practices of global negotiations that HR professionals can use to help develop a multicultural workforce.