Accumulative report title the differences in business negotiation culture between american and vietnamese

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Title:

The differences in business

negotiation culture between

American and Vietnamese

TABLES

Table 2.2.1 Attitude scenes in American filMS cece eeeeeeeeeeeeeeeeeeeeeneaaees 08

Table 2.2.2 Attitude scenes in Vietnamese films Ăn hiee 10 Table 2.2.3 Attitude scenes in American and Vietnamese films (percentage) 11 Table 2.2.4 Manner scenes in American filmsS Sen he 13 Table 2.2.5 Manner scenes in Vietnamese filMS ccc ceececsseeeeeeeeetnneeeeeeeetnneeeeees 14 Table 2.2.6 Manner scenes in American and Vietnamese films (percentage) 16 Table 2.2.7 Strategy scenes in American films Ăn Hee 18 Table 2.2.8 Strategy scenes in Vietnamese films Ác nhe 19 Table 2.2.9 Strategy scenes in American and Vietnamese films (percentage) 20

CHAPTER |: INTRODUCTION

Mahatma Gandhi stated that a nation’s culture is living withinside every person's coronary heart and soul Culture is an inseparable part of humans Lebaron (2020) argues convincingly that civilization value is essentially underneath the surface like an

underground stream circulates that flows via our lives and relations Culture has had a significant role in identifying and shaping the ideas, actions, artifacts, world views, and

other qualities shared by a given group or community Culture assists people and groups

in identifying themselves, adhering to society's common ideals, and giving back to the community

As reported by Pierannunzi (2016), the author stated that international negotiation

is becoming increasingly significant, and the nature of international negotiation is fast

altering In addition, each country's cultural value has a varied influence on each individual; thus, | would like to learn more about the United States and Vietnam cultures,

particularly in terms of business negotiations It can not be denied that international negotiation is becoming increasingly significant, and the nature of international

negotiation is fast altering In addition, each country's cultural value has a varied

influence on each individual; that's why | am adopting the topic "The differences in

business negotiation styles between American and Vietnamese" to research deeper

As Kevin O'Leary underlined that so much of life is a negotiation; even if you aren't in business, you can practice elsewhere Negotiation happens in virtually every facet of daily life, but | will analyze the business negotiation aspect in this article This study intends to evaluate and clarify the differences in business negotiation between Americans and Vietnamese in attitude, manner, and strategy

CHAPTER II: CONTENT

2.1 Background of the concepts

2.1.1 Definition of negotiation

Adnan and his co-colleagues (2016) have put forward a new definition of Negotiation, which is a formal debate or a procedure between two parties attempting to

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achieve an agreement on subjects of mutual interest is characterized A more comprehensive description of Negotiation can be found in "The Art of Getting

Everything: How to Negotiate for What You Want and More" by Elizabeth Starez

(2017); the author indicates that Negotiation is not a method for determining who is correct and who is incorrect It is about persuading one side to accept the viewpoint of the other to reach a mutually beneficial agreement

2.1.2 The common business negotiation styles

Studies of the negotiation styles of Thomas (1988) based on the Thomas-Kilmann conflict mode Instrument model (better known as the TKI model) are well documented; it

is also well acknowledged that there are five common negotiation styles: competing, cooperating, avoiding, accommodating, and compromising

These styles are based on two criteria: the importance of achieving a goal and the

Qa to suppress the conflict to the other party

Figure 1 The TKI Model of Conflict Resolution

* In a competing style: one party attempts to satisfy its interests regardless of the consequences for the other; hence, the objective is paramount, and the relationship is secondary

* In the collaborating style: both parties win; consequently, the goal and relationship are crucial

¢ In the compromising style: both parties win but give up something; thus, the goal and relationship are relatively essential

¢ In the avoiding style: one or both parties attempt to suppress the disagreement; as a result, the target and relations become secondary

* In the accommodating style: one side concedes victory to the other; as a result, the aim

is secondary to the relationship

2.2 Three main differences in business negotiation styles between American and Vietnamese

2.2.1 Attitude

In the light of the book "Negotiating International Business" by Lothar Katz (2007), it is conceivable that time is money in American society As a result, Americans are notoriously time-conscious, and practically everything they do is done with seriousness and firmness Meanwhile, the Vietnamese perspective on time is "there is no rush" manifested in many facets of life, particularly in economic transactions Vietnamese negotiators are frequently lighthearted and flexible in the negotiation

process

The table below is an example of behavior of characters in American films

Whaat is their attitude in the negotiation’

Firm | Flexible} Serious | Lightheartec

Intolerable Cruelty

7:45-12:00 Season 4

10:48- 18-50 Season 9

5:56-10:38 Season 10

10:23-16:20 Wall street: money 1:05:01-

The table below is an example of behavior of characters in Vietnamese films

What is their attitude in the negotiation?

Firm | Flexible] Serious | Lightheartec

CEO - chìa khóa Season 2

X (2021)

Table 2.2.2 Attitude scenes in Vietnamese films

The table below is a summary of the behavior of characters in American and Vietnamese films percentage

What is their attitude in the negotiation?

Table 2.2.3 Attitude scenes in American and Vietnamese films (percentage)

The attitudes of the Americans and Vietnamese in the bargaining process are correctly depicted in Tables 2.2.1 and 2.2.2 During the negotiating process, 60% of characters in American films have a serious, work-focused perspective, whereas 50% of Vietnamese characters have a lighthearted attitude Approximately 50% of American film scenes show characters taking a tough stance on unfavorable deals; in contrast,

Vietnamese negotiators clearly show that they are quite flexible in accepting agreements that do not favor them at 40%

In short, American negotiators are known for their firmness and seriousness Vietnamese negotiators, on the other hand, are known for being cheerful and versatile The results obtained by Richard Lewis in "How Different Cultures Understand Time" (2014) suggest that time is a valuable, if not rare, the commodity in a utilitarianism- driven culture such as America It moves quickly, like a mountain stream in the spring, and if they want to gain from it, they must keep up with it Americans are known as people of activity; due to this, they cannot bear to be idle Since Americans are so time- conscious, they are typically serious and firm in their work Negotiators will go right to

the subject and not talk around or about individuals to avoid wasting time According to

an article published in the Harvard International Office titled "Getting to Know Americans," authors stated that the majority of Americans are straightforward people This implies they frequently express their opinions and are forthright in their demands In America, being assertive is commonly regarded as a positive trait In the paper on Vietnamese's perception about Time (2018), Nguyén Van Ly notes that many Vietnamese people spend their time arbitrarily and wastefully, but Westerners respect and conduct according to the correct time, in order, in heavy demand The culture of time

"slowly" presents itself in roundabout methods of thinking It is worth emphasizing that

one's perspective of time has a significant impact on working attitude As a result, Vietnam negotiators are often light-hearted and flexible

2.2.2 Manner

Lothar Katz's book (2007) has brought some information about the background of the difference in manner American and Vietnamese negotiated Short-term objectives are the focus of American negotiators The negotiation style is primarily competing or cooperating with their partners While Vietnamese negotiators often focus on long-term interests, namely building long-term cooperation with their partners, Vietnamese

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negotiators are prepared to make compromises in order to achieve mutual benefit for both

sides, despite certain drawbacks On account of the Vietnamese negotiation, style is essentially compromising

The table below is an example of behavior of characters in American films

Collaborate) Accommodate} Compete | Compromise Enric

Table 2.2.4 Manner scenes in the American films

The table below is an example of behavior of characters in Vietnamese films

Collaborate) Accommodate} Compete | Compromise

5:51 - 7:11

Table 2.2.5 Manner scenes in Vietnamese films

The table below is a summary of the behavior of characters in American and Vietnamese films percentage

What do they do in the negotiation?

Table 2.2.6 Manner scenes in American and Vietnamese films (percentage)

Tables 2.2.4 and 2.2.5 reveal that 50 percent of the film characters in American and Vietnamese films pick the cooperative bargaining strategy However, competitive negotiation accounts for up to 70% in American cinema, but this proportion is about 40%

in Vietnamese cinema In contrast, Vietnamese cinema characters demonstrate that the fundamental characteristic of Vietnamese negotiation is that the manner of accommodating and compromising is 60% and 70% respectively At the same time, these styles in American movies all have the same percentage at 40%

In general, both the US and Vietnamese negotiators employ a cooperative approach to negotiations However, there is one point of distinction between the two countries' styles The United States prioritizes material values, individuality, and pragmatism; they will frequently fight ferociously in international business transaction

discussions to gain the biggest rewards feasible on their side, as demonstrated by

Pierannunzi’s study (2016) Instead of actively competing as the American, Vietnamese negotiators will opt for a more subtle type of bargaining, in which they would assist and

make compromises Vietnamese negotiators believe that problems should be solved in the

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best interests of both parties With A spirit of solidarity for common values useful to the community, it is no wonder that one side is prepared to work with the nonprofit in discussions that benefit the society Pham Duc Dat once commented on Vietnam's negotiating approach that The importance of Vietnam's art of negotiation comes in

recognizing what the other side needs and attempting to assess their and your interests

After that, come up with a final solution that is acceptable to all sides In the bargaining process, Vietnam has done a fantastic job with this Craver’s (2020) point is that the negotiation style of the negotiator substantially influences bargaining interactions Negotiation, according to Kilgour and Hipel (2005), is a vigorous strategic confrontation

At the bargaining table, whatever party has a smart plan and a sensible negotiation approach will reap more rewards

2.2.3 Strategy

A recent study by Lothar Katz (2007) concludes that following bargaining in the

United States, the initial value of the agreement will be adjusted by may be up to 40% In Vietnam, however, the value can be modified by roughly 20% - 30% They frequently employ ways to maximize benefits or reduce the loss of benefits throughout the negotiating process The most popular strategy is to provide alternatives or known as BATNA As reported by Shonk (2021), in negotiation, the acronym BATNA stands for

“best alternative to a negotiated agreement,” or the best outcome you can expect if you fail to reach an agreement at the bargaining table with your counterpart Moreover, PON staff (2021) figured out that one method employed by American businessmen discovers the opponent's flaws and limits, decreasing the opponent's interests while raising their own On the other hand, Vietnam has a tendency to make promises regarding future results to avoid losing interests percentage

The table below is an example of behavior of characters in American films

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Wall street: Money

never sleeps (2010

Table 2.2.7 Strategy scenes in Vietnamese films

The table below is an example of behavior of characters in Vietnamese films

Vọng (2020) 22:00 - 30:00

phúc (2021) 12:45- 13:50

Table 2.2.8 Strategy scenes in Vietnamese films

The table below is a summary of the behavior of characters in American and Vietnamese films percentage

The protagonists in the American and Vietnamese films chose to maximize the benefits for their side by offering an alternative or BATNA at 60% through two tables

2.2.7 and 2.2.8 Negotiators in the American movie discover partners’ mistakes to increase discount around 70%, whereas this method in Vietnam films is about 50% Both

Vietnamese and Americans use the approach of making promises: 70% and 40%, respectively

Considering everything, both Americans and Vietnamese people are typically quite intelligent when making recommendations and offering instructions on interest An