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negotiations can be observed in the following aspects:
Definition of Negotiation
Different cultures have defined “negotiation” differently. For
example, Americans look at negotiation as a competitive process

between proposals and counterproposals, whereas the Japanese people
view it as an opportunity for sharing information.
Selection of Negotiators

The standard for selecting negotiators may include credential,
relationship, gender, age, experience, and social status. Different
cultures place different levels of weight on these criteria. Thus, different
expectations exist for negotiators who participate in different kinds of

negotiations.
Rituals of Negotiation
Cultural differences among negotiators lead to significantly

different rituals. For example, Americans have a reputation for not
placing a strong emphasis on an opponent’s gender or job title.
Europeans, on the other hand, are more formal in this matter. A

mismatching of the titles of two negotiators is viewed as a sign of
disrespect. Moreover, in Southeast Asian nations such as China or
Japan, business cards are formally used when two parties introduce

themselves to each other. A negotiator who forgets to bring his/her
business cards or writes on the other person’s business card is viewed as
being deliberately ignoring the other person.
Communication

Whether it is verbal or non-verbal expression, cultures influence
communicative behaviors. In order to avoid offending the opponent in
an international negotiation, a negotiator should be especially aware of

the opponent’s unique communicative behaviors or habits.
Time
The meaning of time varies with cultures. Countries that value
traditions, especially those located in a warmer climate, tend to have a

slower pace of life. People in these countries do not focus on time, and
even if they do, it would only be for a short period of time. Americans
are often perceived as slaves to time since they value time and perceive

it as an intangible asset. People in Asia and Latin America, however, do
not share the same attitude. They believe the focus of a negotiation is the
negotiation itself, regardless of how much time it requires. Graham

(1981) believes that because of cultural factors, the perception of time
can be divided into three categories: linear-separable time, circular-