A Comparative Analysis of Negoriator Profiles across Cultures

Lisa Virgiyanti, 4SA04

Abstract
This comparative analysis aims at comparing negotiator profiles from English, German, India, to achieve the
aims(s) of the research, the researcher employs descriptive qualitative method. The results of this research shows
that there are many difference among culture in terms of Communication, Formality, Time, Gift Giving and
expressive.
Keywords : comparative analysis, descriptive qualitative (Indonesia), (British), (China), (Egypt)
1. Introduction
The aims of this research are to compare negotiator profiles across the culture. Each cultures has different
customs, habit, behavior in business. Studying cross cultural interaction is important to bridge the gate those
differencies. I think its important to learn about cross culture interaction between another country because it can
help us to studies more about their habit if we want to go there. There are two pattern of business behavior there
are deal focused and relationship focused. Deal Focused (DF) people are fundamentally task oriented, while
relationshop focused folks are more people oriented. Example Malaysian tend to be Relationship focused because
in Malaysia getting to know your counterpart is an essential prelude to discussing a deal. Sharing a meal helps
you get to know your Malaysian contacts. And for Deal focused we have German. In German they do not usually
feel the need to develop a aclose personal relationship before talking business.
Beside that, there are formal and informal business culture, The difference are fluid time and rigid time,
one group of the world societies worship the clock. The other group is more relaxed around them. example
Slovaks tend to be more formal than North Americans. Business formality is expressed in meeting and greeting
ritual as well as in the way people dress in Slovak. For Informal In Australia tend to be informal. Australian
perceive many Americans as overly concerned with status distinctions based on academic agrees.
Then we have Emotionally Expressive and Emotinally Reserved Clutures. Expressive people
communicate differently from their more reserved counterparts. The expressive/ reserved divide creates a major
communication gap. For example French Negotiator tend to be expressive verbally and nonverbally because they
love to argue and debate during business meeting. While Danish negotiator tend to be reserved in their style of
paraverbal and nonverbal communication compare to Latin European or American.
2. Method

The method used in this research os descriptive qualitative the source of the data used in this research is Cross
Cultural Business Behavior written by Richard R. Gasteland. The data used are Indonesian, British, China and
Egypt.
3. Discussion
In Business Indonesian tend to be relationship focused because before foreign counterpart talking business in
Indonesia. Indonesian like to talking by sharing a meal, playing golf together will helps you to know your
Indonesian counterpart. For orientation of time Indonesia is rigid time because time in Indonesia may be different
in another country, they always doesnt on time if they meeting with their business partner. It can be explain
because of crazy traffic jam In Jakarta. In Indonesia they are very value / respect older people. Gift Giving in
Indonesia unlike many other societies. Indonesia is not giving gift culture. If you do gift someone a gift do not
expect it to be unwrapped in your presence.
British tend to be moderately deal focused. British can adapt the situasion with their foreign counterpart.
Brits usually like to chat with a new business contact before talking about business. For orientation of time british
often a few minutes late but still british are clock-obsessed if we compare with Latins, Egypt, Asians. Status in
British usually determined by one regional origin, social class, family, background. British in business field
considering more formal. They usually prefer to stay with Mr. or Mrs. Until at least second or third meeting.
Business gift giving is not part of the british culture. If you choose to give a gift, make certain it is small and not
expensive. Compare to Indonesia, British can be deal focused and relationship focused, british can make up
situation, and for orientation of time British are Rigid Time than Indonesia. They are time obessed and it
difference in Indonesia. For them time is money, then In Indonesia they respect older people and I think its quite
same in British who proud about their personal achievment and the next similarity is Gift Giving in both British
and Indonesia are not part of their culture.
In China get to know your counterpart well before starting to discuss business. Socializing over drinks
and dinner is a good way to build rapport. In china you make a friend first than you make a deal. Younger people
defer to older, higher ranking persons. You must be show your respect to older people in China. Chinese value
punctuality and adherence to schedules. They expect the same of their foreign counterpats, especially potential
suppliers. Exhanging gifts is a key part of the business culture contributing to developing guanxi;. Be prepared
with appropriate gufts for your counterparts. Present the gift with both hands. Compare to 2 above country China
also have relationship focused, especially China use Guanxi to connect their counterpart. Mostly because china
and Indonesia are Asian country they are like to know tjeir counterpart before talking about business. The
similarity is china also formal like British and Indonesia. Chinese tend to respect older people. And the difference
maybe Gift Giving, in China this is must because it can counted as key success to make a business in China. For
orientation of time china tend to be Rigid time they are very respect time, you consider impolite if you are late.
Egypt can be called relationship focused. They like to chat with their counterpart before talking business.
In Egypt its important to call people with their title academic to show respect to older people and higher ranking.

Egypt tend to be late in their meeting, they are more relaxed about time due to traffic. In Egypt they dont exected
gift giving in Business, but are welcome in Egypt. If we compare with those countries above in Egypt, Indonesia
and China as Asia country tend to be relationship focused because maybe people in Asia can use business as
chance to make a friends and can keep the relationship eventhought they doesnt do business together. While
British like Latin or Europe people want to straight to the point doesnt want to know their foreign counterpart
because they think it counted as respect. Next the similarity between those countries are they are formal. They are
respect older people in each country but the difference maybe. The reason not only because age but also status.
And for orientation of time Indonesia and Egypt are Fluid time, they are more relaxed about time, the main reason
is because the crazy traffic in each country. While british and china are Rigid time they are more respect about
time. Gift Giving in Indonesia, British and Egypt are not become their business culture but they welcome about
gift giving. And the most important that is if your counterpart is moslem remember dont give them wine or
alcohol drink. In Egypt it can count impolite. But in China Gift Giving is becoming habit it can be counted as
thank you to guanxi.
Country

Expressive

Time

Formal/Informal

Gift Giving

Indonesia

RF

Fluid Times

Formal

is not giving gift culture

British

DF

Rigid Times

Formal

is not giving gift culture

China

RF

Rigid Times

Formal

Key part of business

culture

Egypt

RF

Fluid Times

Formal

is not giving gift culture

4. Conclusion
Based on the discussion, it is shown that there are difference among negotiator across cultire. The
Indonesian, China, Egypt negotiator tend to relationship focused than British who deal focused. Indonesia more
relaxed about time raher than British, China and Egypt who are respect time. Those above countries are formal.
Indonesia, British and Egypt are not Gift giving culture while Chinese treat it must be in Business Culture.
Suggestion
This research only analyze 4 data of negotiator profiles if the researcher analyze more data the result will be
different. Another researcher can go on to conduct research in this topic.
5. References
Gasteland, Richard R. 2002. Cross Cultural Business Behavior Denmark: Copenhagen Business Sxhool
Press.