Singapore Negotiation Style


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This presentation describes the negotiation style of Singapore business persons. It helps us to understand the context and culture before negotiating with the people and businesses in Singapore.

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Singapore Negotiation Style

  1. 1. Singapore Negotiation Style •Pramanick, Vivek •R, Madhuranath •Sing, Joyce •Bhimavarapu, Vamsi Venkata
  2. 2. Impact of Geography and History Singapore is a small island open economy Dependent on services and hi-tech industries This influences the culture of Singaporeans  Makes them less risk averse and conservative  More disciplined and hard working  Influences their biz style and negotiation styles
  3. 3. Geert Hofstede’s Cultural Dimension  Legend:  PDI- Power Distance  IDV-Individualism  MAS-Masculinity  UAI- Uncertainty Avoidance  LTO- Long Term Orientation  Source:
  4. 4. Relationship and Respect Group-oriented Business relationships mostly exist between individuals rather than companies “Saving face” Values include humility, experience and team spirit
  5. 5. Communication-1 Speak in quiet, gentle tones  Silence during conversations does not have a negative meaning Be indirect  Being direct is considered rude or pushy What does “yes” or “no” mean?  “Yes” does not mean they agree with you, only that they heard you  “No” means they are not interested
  6. 6. Communication-2 Negative messages can be delivered through a third party (“saving face”) Non-verbal communication is important  Avoid physical contact except for handshake  Do not touch their head!  Point with the hand, not with a finger  Sucking in air means there’s a problem  Too much eye contact is considered rude and intrusive  Avoid facial expressions that express disagreement Laughter may be used to hide embarrassment, shyness, disapproval, and distress
  7. 7. Initial Contact & Meetings Better to conduct negotiations with a team  signals importance, facilitates stronger relationship, speeds up process Be well aligned in team; clear role assigned to each member  They are good at exploiting disagreements in opposite team Provide details on titles, positions, responsibilities well in advance  Singaporeans want to know whom they will be meeting Do not try to hurry along with your agenda  It is unrealistic to expect initial meetings to lead to straight decisions
  8. 8. At the Negotiation Table Talk to the person at the right level  Decision making can be slow or impossible Coming with unorthodox new ideas will take some convincing  Uncharted territories need one or the other govt. approvalsSome important tips: - Ask where you should sit or wait to be seated - Carefully try to establish who makes the decisions - Be well prepared and establish expectations level at the start
  9. 9. Negotiation Styles Attitudes and Styles  Relationships can be used as a leverage  Value long term relationships than short term gains  Respect hard bargainers as long as they avoid creating direct conflict Pace of Negotiation  Relationship building, information gathering, bargaining, and decision making can take considerable time  be patient, control your emotions, and accept that delays occur Bargaining Style  Love bargaining and haggling  May use a wide array of negotiation techniques quite competently
  10. 10. References