The cultural baggage and its ramifications play a key role in international negotiations and influence many of its spheres. Negotiation techniques must be powerful enough to continue producing the desired results while retaining meaningful connections as the world shifts toward a collaborative approach to life’s fundamentals. Although the fundamentals of negotiation in certain cases may be similar, some of the variables are driven by different factors.
Each foreign partner has their own cultural baggage to carry into discussions. Moreover, the negotiation techniques involved have to take into account whether the negotiating parties have particular cultural baggage when deciding how to handle cultural differences in a negotiation (Barry et al., 2019). In your post, you provided two excellent instances of cultural baggage differences. The US prefers a collaborative approach to negotiating because of its unique culture, which encourages win-win transactions (Hampden-Turner & Trompenaars, 2020). India, an authentic and distinctive culture, has an entirely different stance. Because of its cultural traditions, individuals are encouraged to preserve their composure and maintain peace by staying out of one another’s way, deferring to authority, and acting in a more spiritual way (Caputo et al., 2019). These instances highlight the significance of cultural baggage in modern international negotiations.
Overall, it is vital to realize that people may have different expectations, work habits, and approaches to achieving the same objectives. Negotiators comprehend and takes into account the ramifications of these issues since they have the potential to restrict the negotiation capabilities of international organizations. Together with getting to know them personally and examining the problems at stake in the discussions, one of the main components of due diligence should be evaluating the partner’s culture and cultural baggage.
References
Barry, B., Lewicki, R.J, & Saunders, D.M. (2019). Negotiation (8th ed.). McGraw-Hill.
Caputo, A., Ayoko, O. B., Amoo, N., & Menke, C. (2019). The relationship between cultural values, cultural intelligence, and negotiation styles. Journal of Business Research 25(1), 99, 23-36. Web.
Hampden-Turner, C. & Trompenaars, F. (2020). Riding the waves of culture: Understanding diversity in global business. Hachette UK.