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Global Negotiations

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My presentation for 'Negotiation and Conflict Resolution' Class

My presentation for 'Negotiation and Conflict Resolution' Class

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  • Transcript

    • 1. Book: ”How to Negotiate Anything with Anyone Anywhere around the World” Frank L. Acuff Articles and Sites: The Negotiation Academy – Europe www.mediate.com Beyond Intractability www.odr.info
    • 2.
      • Understanding the concept of negotiation
      • Why? Who? How? What ?
      • Knowing the importance of the win-win approach
      • Focus on interests not on positions, Meet the needs of TOS
      • Understanding the stages of negotiations
      • Orientation and Fact Finding, Reformulation of Strategies, Hard Bargaining and Decision Making, Agreement, Follow Up
      • Being able to plan negotiations
      • Identify all the issues of you and TOS, Prioritize the issues for both sides, Establish a settlement range, Develop strategies that help you achieve goals of both sides
      • Knowing what it takes to close the deal .
      • Satisfy logical and emotional needs & convince TOS that you’re at your bottom line
    • 3.
      • Cultural Factors That Affect Global Business Negotiations
      • Use of time
      • Individualism versus Collectivism ( Geert Hofstede)
      • Role orderliness conformity
      • Patterns of communications
      • Gender Issues in Global Business Negotiations
    • 4.
      • How Negotiations Differ from Region to Region
      • Pace of the Negotiations
      • Negotiating Strategies
      • Personal Relationship
      • Emotional Aspects
      • Decision Making
      • Contractual and Administrative Factors
    • 5.
      • Plan Your Negotiation
      • Adopt a Win-Win Approach
      • Maintain High Aspirations
      • Use Language That is Simple and Accessible
      • Ask Lots of Questions, Listen with Your Eyes and Ears
      • Build Solid Relationship
      • Maintain Personal Integrity
      • Conserve Concession
      • Make Patience an Obsession
      • Be Culturally Literate and Adapt Negotiating Strategy to the Host Country Environment
    • 6.
      • Use of Time: Moderate, Fast- Paced
      • Individualistic
      • Order, discipline, responsibility - highly valued
      • Communication is formal and subtle
      • Non verbal Communication - more reserved, limited physical contact
      • Low Emphasis on a Personal Relationship
      • Decision Making – planned and organized
      • Moderate degree of bureaucracy
      • Dealing with differences – Polite and Direct
      • Concession – Fairly Slow
    • 7.
      • Use of Time - Slow
      • Mostly Collectivism - influence of communist political system
      • Communication – straightforward
      • Non verbal Communication – more expressive
      • Decision Making - Impulsive
      • Very Low Emphasis on Personal Relationship
      • High Degree of Bureaucracy
      • Dealing with differences – Argumentative
      • Concession - Slow
    • 8.
      • Use of Time: Slow, and Abstract
      • Individualistic – uniqueness of each of us
      • Strong Sense of Dignity
      • Communication – expressive and emotional
      • Non verbal Communication – full of gestures and expression
      • High Emphasis on a Personal Relationship
      • Decision Making – Impulsive, spontaneous
      • Moderate degree of bureaucracy
      • Dealing with differences – Argumentative, Passionate
      • Concession - Slow
    • 9.
      • Use of Time: Fast
      • Individualistic
      • Order, discipline, responsibility - highly valued
      • Communication is direct and open
      • Non verbal Communication - more reserved
      • Low Emphasis on a Personal Relationship
      • Decision Making – Group Consensus
      • Moderate degree of bureaucracy
      • Dealing with differences –Direct
      • Concession - Slow
    • 10.
      • Use of Time: Moderate Pace
      • More Collective – strong “we”
      • Order, discipline, responsibility - highly valued
      • Communication is direct and exaggerative
      • High Emphasis on a Personal Relationship
      • Decision Making – Group Consensus
      • Moderate degree of bureaucracy
      • Extreme Emphasis on Face Saving
      • Dealing with differences Passionate
      • Concession - Slow
    • 11.
      • Use of Time: Very Slow
      • Collective
      • Order, discipline, responsibility - highly valued
      • Communication is quiet and indirect
      • Non verbal Communication - Reserved
      • High Emphasis on a Personal Relationship
      • Decision Making – Group Consensus
      • Moderate degree of bureaucracy
      • Excessive Politeness and Formality
      • Dealing with differences – Polite and quiet when right
      • Concession - Slow
    • 12.
      • Use of Time: Quite precise
      • Collective but depending of the tribe roots not nation
      • Order, discipline, responsibility - highly valued
      • Communication is friendly and animated
      • High Emphasis on a Personal Relationship
      • Decision Making – Group Consensus
      • Moderate degree of bureaucracy
      • Dealing with differences – Direct
      • Concession - Slow
    • 13.
      • Overcoming Cultural Shock
      • Negotiating with Your Boss and HQ staff back home
      • Resolving Bribery and Questionable Payment Issues
      • Dealing with International Virtual and Remote Teams
      • Remote Teams
      • Virtual Teams
    • 14.  
    • 15.  
    • 16. THANK YOU

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