Global Negotiation Book
Jun 12, 08 Posted in GeneralYour book, “Global Negotiations: The New Rules” is nothing more than your attempt to make not only American business, but the American culture, appear inferior to the rest of the world. Rather than stating facts about the differences between cultures, it appears you use this opportunity to push your political agenda onto suspecting readers. After reading through about one-third of the book, I had to put it down. I could no longer take statements of opinion when I was really looking for statements of fact. It’s not to say there are no relevant facts in the book. But just when you think the political agenda behind us, “BAM” another jab at America. After a while, it just gets old. Here are some examples:
“This chapter is not about American bashing. You don’t need us for that.” p.18
“Negotiation is by definition a situation of interdependence – a situation that Americans have never handled well.” p.22
Interdependence, by definition, is a dynamic of being mutually responsible to and sharing a common set of principles with others. If I’m not mistaken, unlike any other country in the world, America provides its citizens more freedoms of religion, culture, speech, etc. Maybe the reason we’re not interdependent is because we are so openly accepting of other cultures and traditions.
“Americans pride themselves in having full authority to make a deal.” p.26
I don’t know where you get your information, but my experience suggests there are hierarchies within corporations that determine decision making. I view this as another attempt at making Americans sound arrogant.
“Visit a doctor in the United States and a 30-minute wait in a cold exam room with nothing on but a paper gown is typical, followed by a brief appearance by the production-line oriented doctor.” p.44
If I’m not mistaken, American’s get some of the best medical care in the world. Yes, there are issues with the financial infrastructure, but we have access to the best doctors and medicines in the world. Where else in the world can someone walk into an ER without medical insurance and be taken care of on the spot. If you’re so unhappy with the service you receive in the doctor’s office, make a change, or move to Canada.
“‘American football’ (with its individualism, competitive specialization, huddling and ceremonial celebration of perfection).” p.47
This is a totally pathetic attempt to make American athletics appear shallow. First of all, of any sport in America, football may be the most team oriented. How on earth do you think this is an individual sport? Secondly, what’s wrong with being competitive? Isn’t that what sport, and for that matter, business is about. Some REAL words to describe American football may have been strategy, commitment, work ethic, team, pride, etc.
“While hours worked are decreasing almost everywhere, in the United States the numbers are increasing, up 36 hours from 1990.
This analysis, albeit true, is an absurd attempt to suggest Americans are workaholics. You make is sound like American businesses are slave drivers, demanding more of their employees. In review of your numbers, the increase in annual hours equals an average of 8 minutes and 38 seconds more per day. According to your research, the average American doesn’t even work an 8-hour day, working 7.92 hours per day. This 36-hour annual increase takes it to 8.06 hours per day.
These are just some examples. Like I said, I only read about one-third of the book before I put it down. I doubt you’ll actually post this comment on your website. Nonetheless, I wanted to share. I suggest you re-write this book from a more objective viewpoint.
3 Responses to “Global Negotiation Book”
By john graham on Jun 13, 08
A few years ago we had some Vietnamese high-level governmental officials visit the business school here at UC Irvine. It was their first visit to the States. As soon as we walked out of the building they whipped out their cigarettes and lighters. The top guy said to me: “Dr. Graham [I had asked him to call me John], you Americans have no freedom! You can’t smoke in buildings. You have laws against speeding. You can’t touch your secretary. The only thing you can do here that I can’t do in my country is say what you want. Here you do have freedom of speech. We don’t.”
Indeed! The best part of America is we have the freedom to criticize. Think Jay Leno. In fact, smart Americans welcome criticism. Through criticism things get better. New ideas are broached and hopefully considered, and things change.
I’m sorry you didn’t like the first part of our book, but we appreciate (and have left posted) your criticism. You care. When we revise the book we’ll consider you comments.
It’s too bad you didn’t continue in the book. In latter chapters we “criticize” negotiaton styles in India, Mexico, and China. They have their own problems when it comes to international negotiations. Moreover, take a look at what we are saying in the “50 Countries” section of this website — everyone can improve.
Or, you might have gotten to Chapter 13 where we talk about America’s great advantage, our innovativeness, that stems from two things. (1) Immigrants bring their new ideas with them, and here they have the freedom to express them, even pursue them. (2) Our egalitarian society promotes criticism. That is, we don’t have to worry about “the boss” punishing us for contributing our radical opinions because there just aren’t many bosses around!
After 30 years of teaching I suppose I’ve heard it all. My favorite complaint was from an undergraduate at USC in the 1980s, “This class sucks worse than Disco.” So I appreciate the constructive aspects of your comments above. Let us know what you think if you get to the end of the book!
By William on Jun 13, 08
I remember once, while negotiating a difficult joint venture where when at a loggerhead, the head of the Japanese delegation said: “William-san, we need vibration”. “We need vibration!”. It was only after seeing this expression played out that I came to understand what he meant: “We need to shake things up”. “We need to look at the entire process from a new perspective”. Only by shaking things out and seeing how they settle do you get a new perspective. The joint venture came together and is still in place today. I view this exchange as “vibration” which is well received.
By Jonk on Jun 13, 08
I have read the entire book and the critical feedback above.
The thing I am most impressed by is response to this post from the Author of the book. And not pulling down this very critical post.
I just got back from a very high level multichannel marketing conference, and the topic of censorships of blogs came up. The speaker mentioned if you remove the critical posts then all your blog becomes is a simple positive marketing campaign, and thus defeats the purpose of the blog.
While I don’t disagree with some of the points of the first posts, I have gained a lot of respect from the response of the author.