Some reflections of Vietnamese and American Cultural values on Vietnamese-American Business Negotiation

Tóm tắt Some reflections of Vietnamese and American Cultural values on Vietnamese-American Business Negotiation: ... Negotiation approach Up to 100% of Vietnamese people and almost all American ones (91%) choose the Integrative negotiation (win – win) as their negotiation approach. Only a few American negotiators (9%) prefer the approach of Distributive negotiation (win – lose). 1.4. Negotiating style T...e require a balance in status, position and age. American culture values “equality” and “individualism”. It is the equality of chances and responsibilities. For them, any representatives with negotiating skills, expertise, and experience will do best at the negotiation. They have high sense ...se companies should not send too many representatives to the negotiation as they can choose only who are with knowledge and negotiating skills, provide them with authority to decide right at the negotiation conference. - For American business people who are doing business with Vietnamese c...