Cross-cultural negotiations B2C-stream

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Cross-cultural negotiations B2C-stream

  1. 1. Cross-cultural Business Negotiations B2CVictoria Herbst, Anissa Lenz,Evelyn Grossmann, perspectivePetra Louhimies, Verena Röckl, Carolin Schmid Intercultural Marketing Management – Stefan Lång – Autumn 2012
  2. 2. A typical market place? Cross-cultural Sales Negotiations - B2C Stream
  3. 3. What is ”negotiating”? ...reach an agreement of mutual benefit (Harris and Moran 1987, p. 55) ...reaching a joint agreement(Anjan Dasgupta 2005, p. 2) ...accommodate their conflicting interests into a mutually acceptable settlement (Guy Faure-Olivier 1993, p. 7) Cross-cultural Sales Negotiations - B2C Stream
  4. 4. Negotiating Strategies Problem – solving – agreement with win – win situation – focus on needs and preferences – high information exchange  fosters long-term relationships Cross-cultural Sales Negotiations - B2C Stream
  5. 5. Negotiating Strategies Competitive – agreement with win-lose situation – individualistic & persuasion oriented • Factual-inductive: persuasion via logic (USA) • Axiomatic-deductive via ideals (Russia) • Affective-intuitive via emotions (Arabia) Cross-cultural Sales Negotiations - B2C Stream
  6. 6. Negotiating Strategies not static business trend to problem solving strategy Consideration of the own person Consideration of the others Concession Problem- Competitive solving Cross-cultural Sales Negotiations - B2C Stream
  7. 7. Non-task interaction process of ”getting to know” each other emphasis on – status distinction, – impression formation and – interpersonal attraction Cross-cultural Sales Negotiations - B2C Stream
  8. 8. Task-related interaction only concerned with the ”business”involves exchange of informationregarding needs and preferences ofnegotiatorsemphasis on negotiating stylesreliance on non-verbal communication Cross-cultural Sales Negotiations - B2C Stream
  9. 9. Influence of corporate culture Plays an important role in negotiations − more relevant in B2B but still a factor in B2C Cross-cultural Sales Negotiations - B2C Stream
  10. 10. Corporate culture Different corporate cultures− in different cultures− in different business sectors− in different companies in the same sector− in the company itselfGoal: company-internal negotiation style, which takes cultural differences into account
  11. 11. The car dealership Discuss within your teams how to sell a car (any car) in ”your” country. You will find more information about the country’s culture on the information sheet. Make a summary on your poster. Time to work: 10min. Cross-cultural Sales Negotiations - B2C Stream
  12. 12. Different cultural approachesUSA: – independent, self-reliant behavior – competitive arguments – preparation is highly important – monochronic: one problem at a time – respectful, professional distance Cross-cultural Sales Negotiations - B2C Stream
  13. 13. Different cultural approaches China: – focus on group goals – interdependence – building relationships – hierarchical orientation – politness – face-saving concern – preference for harmony and calm Cross-cultural Sales Negotiations - B2C Stream
  14. 14. Conclusion Culture goes beyond national culture GlobalisationDont under- or overestimate the effectof culture Cross-cultural Sales Negotiations - B2C Stream
  15. 15. ConclusionEvery negotiation is a cross-cultural negotiationEvery negotiation is a cross-cultural exercise and a learning possibility Keep an open mind and listen

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