An Analysis of Cross-Cultural Negotiations in Textile and Clothing Exporting Units

Abstract

Cross-Cultural Negotiations take place among individuals of different countries possessing different cultural values over business issues. Companies engaged in overseas transactions have to necessarily engage in Cross-Cultural Negotiations. It involves looking at all the factors that can influence the proceedings. It takes into account aspects that are usually unimportant in domestic negotiations. If cross-cultural differences are recognized, clearly communicated, and understood by the negotiator, they can be the basis for framing win-win agreements. Precisely for this reason corporates have to tread cautiously with regard to cross-cultural negotiations. In this paper, an attempt has been made to study the awareness and various aspects of negotiation process of cross cultural negotiations in textile and clothing exporting units of Ludhiana. 40 exporters (5 large scale and 35 small scale) were contacted for the Study. The Study reveals that as compared to small scale units, large-scale units were more aware, organized in their approach to negotiation and understood the importance of negotiation styles. On the whole, textile and clothing exporters do not have adequate knowledge about cross-cultural negotiations and they are unable to realize the importance and potential of this concept in today's business world.