Negotiation and Decision Making Styles Dialogue

The global market situation that is creating conflict and requires negotiation
In the business world, the changing behaviour of customers means that global companies will need to use new marketing channels and strategies in order to sell products to customers. The international market competition is changing and so it becomes hard to maintain relations with customers. At times, global companies are unable to sell products to customers even after being successful in selling similar brands before. As such, companies need to come up with strategies in order to conduct successful strategies. Conflicts regularly occur in the global market mainly because the global market brings people from different backgrounds to work together (Weber, & Hsee, 2000).
In our current situation, there has been a drop in sales following the introduction of a new product in the market. Following this, the design group has blamed the marketing group for poor advertising campaign. Two employees from the two departments have been engaged in an argument whereby one blames the other for the drop in sales of the new product. One of the employees comes from Korea while the other one comes from the US. Since this conflict has gone for a few days now, there is a need for negotiation that will lead to conflict resolution and decision making. Both employees are from the marketing department and they seem to be in disagreement.
Possible verbal and nonverbal communication barriers
From the conflict, various communication barriers are emerging including both verbal and non-verbal. The two employees have been engaging in verbal arguments which have resulted in the conflict. One of the verbal barriers to effective communication that emerges is poor presentation of ideas as messages are presented in such a way that both parties are getting the wrong information. Another verbal barrier to communication is misunderstanding as the two parties are not able to understand each one’s point of view. Given the fact that one employee is from Korea while the other is form the US, there are cultural problems that are making them find it difficult to communicate with each other.
There are also non-verbal communication barriers that are present between the two individuals in conflict. Body language is a form of non-verbal communication and in this situation, it is a communication barrier. There is a lot of body language from the individual from the US as he keeps on folding arms and using his arms to demonstrate things. The individual from Korea seems to get angry but does not fold his arms during the argument. Another barrier to communication is facial expression. Both individuals have used facial expressions which seem to have provoked responses from each individual (Guess, 2004).
Negotiation dialogue between the two employees
Graham: The marketing plan was poorly done.
Liu (from Korea): I say it was not bad
Graham (from US): I read the plan and I said that it has a lot of unnecessary information. Someone is not doing their job in this department.
Liu: Well… (Silence in attempt to avoid the conversation)
Graham: (Sighs)… I was right all along
Liu: It took 20 days to prepare that marketing plan but you only took 5 minutes to read through the plan. The drop in sales is because you did not implement the marketing plan which you did not read.
Graham: (Folding arms)…I read the important sections of the plan and the marketing strategies were implemented as the document says…
Liu: (use of a jargon)…The problem with you is that you keep throwing your arms around when we discuss the issue. Why you do not want to read the marketing plan and say that you made a mistake while implementing the strategies. I did my job but you failed to do yours.
Graham: (Turning his back)…I refuse to be blamed.
Cultural decision making
The two employees are obviously having communication problems as they do not seem to come to an agreement on the issue at hand. While Liu feels like Graham did not take his time to read the marketing plan and that he failed to do his job, Graham feels like he read the plan and did his job. It is important to understand that Graham comes from the American culture which is individualistic in nature while Liu comes from Korean culture which is collectivistic. In order to reach a conclusion, it is necessary to apply both individualistic and collectivistic decision making styles. Liu seems to be laid back, takes time to make decisions and never uses body language. Graham seems assertive and uses a lot of body language to explain his position.
In order to solve the conflict, it is important to encourage both parties to listen to each other in order to understand each other’s point of view, the next step would be to gather the marketing group and the design group together in order to discuss the issue and give everyone a chance to speak. This will provide a good opportunity to hear all sides and have full understanding of the conflict. It is important to promote teamwork while negotiating so as not to put blame on a single person. The final step would be to reach an agreement and come up with a plan to ensure that the same problem does not occur again (Kohls, & Buller, 1994).
Ethical challenges that may differ from the U.S. ethical practices during this interchange
There are some ethical challenges that differ from the US ethical practices that occur in this interchange. One of the ethical challenges is communication. In the workplace setting, employees constantly communicate and the style of communication differs between different cultures. In the American culture, people are assertive and they seem to say what they really feel. The use of body language and facial expression is also allowed in the American culture and this explains why Graham was using body language. However, it is considered inappropriate and rude to use body language while communicating in the Korean culture. Another ethical challenge that arises is use of self-control while communicating (Pitta, Fung, & Isberg, 1999).
While the Americans do not exercise self-control and are more frank, Koreans tend to be shy while revealing their opinions. However, Koreans would speak openly and directly when a critical matter is at stake. Another ethical challenge that arises is that Koreans value silence while Americans like to take and feel inappropriate when there is a gap of silence in a conversation. All the three ethical challenges occur in the interchange (Jackson, & Artola, 1997).

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