Self-image Negotiator

In the negotiations that preceded penyelengaraan lobbying process, the parties to the negotiators need to understand the expression of behavior (behavioral modes) the other person or the other negotiators to try to interpret (Interpret) thoroughly cultural signs, both verbal and non-verbal, to be exchanged in cross-cultural encounter.

Such observation was related to behavioral style to express the fundamental differences between nations, like America and Europe (the West) against Asia (East). Asia in this case is the association of Southeast Asian nations (ASEAN) in 10 countries plus the three, namely China, Japan and South Korea.

Observers can observe that how the nations of Asia make sense of time (just in time) without haste and space thinking, social openness and respect for older traditions (Elders) against the behavior and attitudes of Western perspective. Asian nations, except those already westernized, still have the power to promote the desire to keep social harmony.

Asian approach that is inherent (built-in) with different self-image system with the Americans and Europeans lived. For example, the Western world culture glorifies guilt (guilt culture) negiosator opponent, while Asian cultures actually live up to shame (shame culture) in search of consensus (win-win solution).

Then, what the essence of negotiation? Negotiation is a process of determining the relationship between the parties involved, and not a bossy model with all the tricks of engineering pressed in different ways unethical opponent negotiator. Negotiation is a process of interaction that takes (not wasteful of time) based on the agreement will get the mind (meeting of minds).

Core Asian business organization is the family business initially and over time there is already experiencing succession. Depart from the basic characteristics, then all parties witnessed the power of business operations and management with team collaboration (guanxi) and attach trust attitude (shinyung in China or a trust in English) which is grown through a tradition of and interaction with the environment in which they operate.

Although the foundation is a small Asian businesses owned by families and grow into medium and large scale, in their mindset to reach / extend the opportunities existing market segments with a conscience and an attitude of view would not disrupt a competitor or a fellow businessman.

With the progress of society, then all parties can take advantage of hardware products and software information technology (cell phones, Internet, Facebook), technology, production processes and transportation technologies. It's just that, all parties will also feel the urge persists appreciate the time, but not in the sense of quick-fix to expand the business into medium and large scale.

In Asia there is still value face behavior and not arrogant in a way "squeeze" or yelling at the other person in the negotiations. Appreciating "face" is an Asian culture that can not be eliminated by making fear opponent negotiator. Show courtesy, respect opinions and views, and patience in the spoken-word with a fixed value of efficiency, flexibility is a form of appreciation is expected to partner / opponent negotiator. Patient's attitude in the sense of "patience is a virtue" (patience is a virtue) is a unique.

When in Japan, the parties when they interact with each other even with the leaders of business organizations will be available when the meaning of "just-in-time" according to an agreed length of time prior to a dialogue without them being in a hurry.

A number of literature ancient China recorded a number of characteristics of successful negotiators by developing the following approaches: 1. zhi (virtue), 2. xin (credibility), 3. ren (personal responsibility), 4. yong (fortitude), and 5. yan (discipline)

Each negotiator, both experienced and new, in this case should continue to recognize and appreciate the meaning of the five characters the humanistic style of China, among others, by utilizing information technology as required negotiation stages.

In essence, the negotiators need to understand the characteristics of a certain character such as a human being, and not a bossy with psychological pressure and physical unethical. In other words, they must also dare to shed the characteristics of the past full of intrigue, or dishonesty, and because the greatest ass to get it over beyond the stages of negotiations with Western-style cheating. China gives the sage advice: "Dare to look in the mirror every morning for 60 seconds before breakfast, and sued in the mirror honestly and not in a hurry."

Asia is entering the era of increasingly many observers and Western negotiators and perpetrators of Asia, which absorbed the full weight kebaratan education, began to realize the positive meaning of the humanistic character of these Asian and not Asian basically ilusi.Manusia always longed for harmony and not being a god without human weaknesses.

This is also the challenge of Indonesian negotiators in the process of social negotiation and business in an era of increasingly dynamic Asia, which entered in 2010, with no trace of arrogance only Western-style attitudes of view. (Bob Widyahartono M.A.)