In this paper, the key techniques, ways and methods of business negotiations practised in the Republic of Kazakhstan, are identified and analyzed. The research, through a qualitative study, uncovers the negotiation techniques and ways with reference to the dominant subculture of the Kazakhs in the Republic.
"Everything is a negotiation it involves interpersonal communication" (Dessler, 2001: 367). People negotiate in their personal life as well as in their business life. In fact, negotiation is a core management competency, and such skills are increasingly becoming important for leaders and managers in the business world. Indeed, negotiation skills are of extreme importance because, among other things, there are increased competition and interdependence of people within organizations, as well as globalization (Thompson, 2005: 3-5).
Since business is getting increasingly global and competitive, managers need to present their ideas or services influentially, and also need to effectively cross cultural boundaries to do their jobs. Managers too, in this information age, are expected to negotiate at a moment's notice. As advocates for their products and services, they need to win customers and buyers locally, and the world at large, to their ideas, products and services. It is essential to navigate well in such a setting to be successful when negotiating.
Kazakhstan is Central Asia's largest economy and the richest country with a growth rate approaching 10% in recent years (Garekar, 2004). The rise in interest in the study of negotiations in Kazakhstan coincides with the country's rapid growth and movement towards a market-oriented economy. As in 2002, Moody's increased the Republic's credit from Baa3 to Aa2 (Salikhova, 2002: 4). The Multinational Companies' (MNCs) are highly interest in oil, natural resources, trade and business in the Republic (Yuritsyn, 2004: 8; Sadatov, 2004: 4; Yuritsyn, 2004a: 5; Sidorenko, 2004: 5). Foreigners and locals alike, need to know what negotiation techniques are normally used, and how, or in what ways, negotiations are done; they can negotiate better while working, selling or partnering with each other. However, no studies have been done so far to look at the negotiations in business in Kazakhstan. |
