Many researches have sought to explain how different customers' behavior might be different across cultures. One way in which customers always exercise to maximize the benefits in an offer is through negotiation. Understanding how customers would negotiate could help organizations develop appropriate pricing strategies to retain profit businesses in the context of globalization. This research uses the author's own primary data examining negotiation skills of American and Vietnamese customers. Two samples, taken separately from the U.S. and Vietnam, were used to test several hypotheses. The results confirmed that cultural differences lead to different negotiation styles and perception. Consequently, theoretical and practical implications of the finding about global pricing strategies as ...
... markets during the last few decades, managers have gradually been trying to enter into foreign m...
As Vietnam emerges into world markets, Vietnamese organizations are facing the predicament of how to avoid the low-cost labor trap and move up the production value-chain by improving quality and productivity. Continuous improvement (CI) practices have proved fundamental to building and sustaining competitive advantage in other Asian countries such as Japan, Singapore, and Malaysia. If Vietnamese organizations are to pursue higher value-added activities, CI will be critical for them, too. Despite the tremendous interest in Vietnam from the international business community, little research on Vietnamese management practices has been done, particularly on the use of CI techniques. The language barrier, lack of reliable business data, and the culture of government and corporate secrecy in V...
... 4000 Vietnamese employees with the skills necessary to operate its new $1 billion, 500,000-s... interviews with business executives and managers, directors of professional and business associatio... channels (Ashwill 2005), lengthy negotiations with host agencies and research subjects (Scott, M...
... The focus of this study will be on sales managers who work for a Fortune 500 company and the results... models, grounded in the philosophies and skills of dialogue and appreciative inquiry. It is an int... relationships, planning, budgeting, negotiation, and compensation. . * There will be a move from c...
... are now increasingly the subject of negotiations leading to binding contracts between local governm...(176) Negotiating skills (177) and styles (178) also affect the outcome of ... involvement can provide information to managers and stakeholders."). . (231.) See, e.g., Applegate...
Research has shown that managers spend a significant amount of time negotiating and that this trend will likely escalate in the future. Cross-cultural studies of negotiation tactics are needed as instances of international negotiations increase geometrically. This study analyzes the concession patterns of over 10,000 executives from 21 different nations over a 15 year period. Significant differences are found in the most and least preferred methods of concession. Implications for practicing managers are discussed in light of the results.
...Consequently, negotiation skills are crucial and becoming more so every day. This p...
... need among organizations to keep their managers and executives up to speed in rapidly changing tec... continually and update their knowledge and skills in order to remain relevant. We are excited to sha..., management programs will cover negotiation and executive communication skills, accounting fun...
... partnership arrangement, and senior managers will need to possess knowledge of the national cul...(2003). Influencing and negotiating skills: Some research and reflections--Part I: Influencin...
... with computers and it takes different skills to operate them. It also changes the way we think....Negotiation and mediation are no longer skills reserved for ma...
This study investigated the attitudinal responses of 305 undergraduate students with respect to nine hypothetical marketing moral dilemmas. Participants varied by age, gender, social class, race, religion, and country born in. It was found, as hypothesized, that older participants were more likely than younger ones to: 1) believe the ethically questionable action is wrong, 2) anticipate guilt if they considered doing the same thing, and 3) say they would not do it. Educators were encouraged to use this data to increase students' ethical sensitivity. Managers were invited to use the information to increase global competitiveness.
...Perry and Nixon (2005) studied the negotiation ethics of undergraduates. They found that "older r... develop more complete cognitive skills, so too they develop more sophisticated moral prob...
...Korean managers do not appear to trust local nationals, and local ... adopt and share better communication skills by developing the sensitivity required to read eac...(2001). "Cultural Dimensions of Negotiation." In M.A. Hogg and R.S. Tindale (eds.), Blackwell ...
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