An Analysis on Negotiation Styles by Religious Beliefs

Abstract

Globalization and economic openness have contributed to increased international negotiations in the 21 st century. Despite the enthusiasm for increased global interaction and economic exchange, many people have found that cultural differences have hindered their ability to efficiently conduct business or negotiations due to their lack of understanding of the cultural differences in different countries.This paper explores the impact of religious culture on negotiations. Specifically, we compare and contrast the effects of religious orientation on the negotiating styles of Greater China (Taiwan, Hong Kong and China). The research aims to investigate the role of religious culture as a factor in shaping the negotiation styles of people with different religious beliefs.Casse and Deols' model of four negotiation styles was utilized in the research. The research found that there are different negotiation styles among the three countries which vary to significant degrees based upon the religious cultures within Taiwan, Hong Kong and China. These differences have imbued each country with a specific set of values and attitudes relating to their cultures. This study may help people develop more successful negotiation skills by giving them insight into the nuances of negotiations, and by identifying implications for negotiations and areas for future scholarly inquiry.

Preserving the values of cultural negotiation through social learning: ‘Two Religion Community Life’ case study in Phattalung, Southeast Thailand

“…Tu and Chih use the four negotiation styles of Casse and Deols, namely: factual style, normative style, intuitive style, and analytical style. The study concluded that religious culture was a significant variable that influenced the factual, normative, intuitive, and analytical negotiating styles (Tu & Chih 2011). There are similarities between Buddhists and Muslims in negotiations because both use a more normative and intuitive style, so the negotiations between the two groups experienced great success.…”

An Investigation of Cross-Cultural Differences as They Affect Negotiations in the United States, Poland, and Russia: A Practical Guide for Negotiators

“…Religious beliefs impact the behavior and decision-making of the individuals (Richardson & Rammal, 2018), and affect conflict resolutions (Blankley, 2013). When negotiators are prepared and know how religion impacts negotiation, they gain an advantage over their negotiating partners (Tu & Chih, 2011). The relationships between countries may also be affected by the history between the nations (Wolski, 2016), because history forms customs and has a very strong effect on its members (Qu, 2015).…”

“…negotiators should never assume that all citizens of particular foreign country practice the same religion or that all people practicing a particular religion uphold the same ethical standards (Blankley, 2013). Knowledge about the religion of the negotiating partner, combined with respect for their beliefs, helps develop mutual respect and trust between parties, which potentially leads to higher chances of achieving a successful negotiation (Tu & Chih, 2011). As illustrated above, there is not much surprise waiting for the U.S. negotiators in Poland.…”

“…Though the U.S. negotiators need to become familiar with the religion of their negotiating partners' country, they should not automatically assume that their partners practice this religion or they may be surprised if they find it is not the case (Blankley, 2013). Countries with different religious orientations may prioritize different values that may affect the negotiation styles of their members (Tu & Chih, 2011).…”

The Moderating Role of Gender in the Relationship between Ethics and Negotiation Style

“…Furthermore, the conceptual framework is based on Jung's (1967) psychological types (sensing VS intuition and thinking VS feeling). While Casse and Deol (1985) endeavored to distinguish between negotiating skills and styles, others have worked on assessing the context of negotiation styles through Exploratory Factor Analysis (Tu, 2007), reliability studies (Tu, 2007;Tu, 2010;Tu & Chih, 2011;, and critical ratios, reliability estimates and validation .…”