Negotiaion – Coursework Example
Negotiation American sequential style of negotiation is radically different from the Asian holistic style of negotiation. The sequential style of negotiation first identifies all important points of discussion, arranges them in an order, and discusses them one by one until each point has been discussed. The final agreement is an aggregate of what decisions have been reached for each point individual. Unlike the sequential style of negotiation, the holistic style of negotiation does not arrange or even clearly identify all points individually, in a hierarchical pattern. Instead, whatever points are identified are assigned equal weightage and the goal is to basically reach the decision as a whole. The merit of the American style of negotiation is that it does critical analysis of all important points one by one. This leads to informed decision making about the deal as a whole. The demerit of the sequential style of negotiation is that it is very time-consuming and laborious. On the other hand, the merit of the Asian style of negotiation is that decision is reached relatively quicker. However, since each point has not been studied or analyzed in detail and the focus has been on the deal as a whole more than its constituent elements, the decision thus reached might not prove fruitful. Therefore, when an American party tries to enter into a contract with an Asian party, the Asian party might think of the American party as overly critical and analytical and possibly render its opinions impracticable. Similarly, the American party might feel that the Asian party tends to overlook fine details of the deal. This might lead to misunderstanding and conflicts.