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Trương Trung Nghĩa - Quản trị Đàm phán và giao tiếp
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Trương Trung Nghĩa - Quản trị Đàm phán và giao tiếp

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Đàm phán win - win ( thắng - thắng) và chủ nghĩa cá nhân

Đàm phán win - win ( thắng - thắng) và chủ nghĩa cá nhân

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  • 1. COMMUNICATION MANAGEMENTWin-win negotiation is ineffective,especially in countries with high appreciation on individualism Class: GambaX0510 Group: No.3
  • 2. CONTENT1. Concept of negotiation2. Rules of win-win negotiation3. Culture and negotiation4. individualism and win-win negotiation5. Conclusion Communication management - January 8, 2011 2
  • 3. CONCEPT OF NEGOTIATIONConcept of negotiation:“Negotiation is act and process in whichparticipants will exchange and discuss aboutconditions and solutions to agree on certainproblems in certain situation to make it moreclose to their expected interest. Reaching adeal is the success of participated parties.” Communication management - January 8, 2011 3
  • 4. CONCEPT OF NEGOTIATIONForms of negotiation:•Negotiation in written form•Negotiation by direct meeting•Negotiation via telephone•Negotiation via video call, e-mail, chat, etc.•Negotiation via a third party, etc. Communication management - January 8, 2011 4
  • 5. CONCEPT OF NEGOTIATIONNegotiation strategies (Styles):•Cooperative negotiation (Win-Win);•Concessionary negotiation (Lose to Win);•Competitive negotiation (Win-Lose);•Compromising negotiation (dividingseparately according to the differences ofparties);•Shunning negotiation Communication management - January 8, 2011 5
  • 6. WIN-WIN NEGOTIATIONConcept of win-win negotiation:Win-win negotiation is a negotiation strategy inwhich all parties cooperate to find out win-winsolution for their conflict.Cooperative negotiation concentrates on thedevelopment of deals bringing about mutualbenefit based on interests.Win-win negotiation is an effective negotiationstrategy and it is used in most cases. Communication management - January 8, 2011 6
  • 7. WIN-WIN NEGOTIATION Rules of win-win negotiation:2.1. Separate the people from the problem;3.2. Focus on interests, not positions; • Positions: are what negotiators want and they are expressed. • Interest: potential expectations and interests order the behavior of the people in specific situation.4.3. Invent options for mutual gain;5.4. Insist on Using Objective Criteria. Communication management - January 8, 2011 7
  • 8. CULTURE AND NEGOTIATION• "Culture is the common sense of people to distinguish groups of people. Culture is the set of shared values "- Geert Hofstede.• We all know that every country, nation or even geographical region has different cultures and it is an important factor to form different style and characteristics of negotiation. Communication management - January 8, 2011 8
  • 9. CULTURE AND NEGOTIATIONAccording to Hofstede cultural factors include:1. Power; (Level of power differentiation)3.2. Ego (Individualism);4.3. Gender;5.4. Predictability; (Accept risk or certainty)6.5. Time. (Short-term/long-term orientation) Communication management - January 8, 2011 9
  • 10. INDIVIDUALISM AND WIN-WIN NEGOTIATIONConcepts and characteristics of individualism: “Individualism is a term used to describe aperspective on aspects of social, political ormoral which emphasizes the independence ofhuman beings and the importance of freedomand self-reliance of each individual. Thefollowers of individualism aim to unrestrictingpersonal purposes and desires..” Communication management - January 8, 2011 10
  • 11. INDIVIDUALISM AND WIN-WIN NEGOTIATIONConcepts and characteristics of individualism:•Individualists consider themselves the center ofevery issue and put their ego above all. (Fromparticular to general things).•Collectivists consider the collective as thecenter of all issues and put collective aboveindividual. (From general to particular things).•Individualists consider themselves and theirinterests above all, so they less care aboutothers. Communication management - January 8, 2011 11
  • 12. INDIVIDUALISM AND WIN-WIN NEGOTIATIONInfluences of individualism on win – winnegotiation:•Separate the people from the problem • However, individualists consider people and negotiating individuals the main factors; therefore they will find really difficult to separate the people from the problem. • They also do not care about feelings and thought of others when negotiating, so they are easy to have inappropriate behavior with the feeling and thought of the opponents, causing further conflicts. Communication management - January 8, 2011 12
  • 13. INDIVIDUALISM AND WIN-WIN NEGOTIATIONInfluences of individualism on win – winnegotiation:•Focus on interests not positions • Individualists do not care about other people but only care about themselves and act for their own positions and interests. Therefore, they are difficult to realize the interests of others and tend to focus on positions. • They also less make concession of their set positions to achieve mutual interests. Communication management - January 8, 2011 13
  • 14. INDIVIDUALISM AND WIN-WIN NEGOTIATIONInfluences of individualism on win – winnegotiation:•Invent options for mutual gain • Negotiators following individualism often do not care about others and just focus on their interests so they seldom have solutions to let the opponent participate in negotiations for mutual benefit. They often give solutions that are more benefit to them without caring about the opponents. Communication management - January 8, 2011 14
  • 15. INDIVIDUALISM AND WIN-WIN NEGOTIATIONInfluences of individualism on win – winnegotiation:•Insist on objective criteria • Characteristics of individualism are considered individuals the center, so they also acknowledge what they offer but refuse to recognize what others offer even they are objective criteria. Those appreciate individualism often says that to the opponent that: "Your viewpoint is wrong, mine is right" to obstruct win - win negotiation process. Communication management - January 8, 2011 15
  • 16. INDIVIDUALISM AND WIN-WIN NEGOTIATIONIndividualism, cultural factors affecting win-winnegotiation:•Power : • Countries appreciating individualism regard individual the center, so the maintenance of power, imposing and showing personal ego is very big, making win-win negotiation more difficult than in countries following collectivism.•Ego: Due to regarding ego individual andpersonal ego the center, not care about others,so it is not suitable with the rules of win-winnegotiation. Communication management - January 8, 2011 16
  • 17. INDIVIDUALISM AND WIN-WIN NEGOTIATIONIndividualism, cultural factors affecting win-winnegotiation:•Time: • Time is also a disadvantageous factor for individualists in win-win negotiation because apart from interests, in win-win negotiation, in win-win negotiation, parties also care about long-term relationships while individualists only care about personal matter, so they often only care about short-term problems in their own life. Communication management - January 8, 2011 17
  • 18. CONCLUSION• Win-win negotiation based on interests is applied effectively in most cases; it ensures the interest and sustains the relation for both parties..• Individualism has some inherent characteristics which are like conflicts and barriers to principles and requirements of win- win negotiating strategy. Therefore, it can be asserted that win – win negotiation is especially not effective in countries following individualism compared to in countries following collectivism. Communication management - January 8, 2011 18
  • 19. CONCLUSION• Following individualism does not mean being unable to apply win-win negotiating strategy. We can see that the actions and thought of people following individualism often do not depend on the outside, not depending on the framework and conservative process, they have a high creativeness. From that, they can offer new solutions of mutual gain.• To succeed in negotiation, you need to know how to use different negotiation strategies flexibly to suit the condition, circumstance, environment, situation and specific events and especially need to “have both feet on the ground”. Communication management - January 8, 2011 19
  • 20. CLASS: GAMBA.X0510 – NHÓM: No.31. TRUONG TRUNG NGHIA 6. DINH KE DUC2. VU THANH NHUNG 7. NGUYEN THANH LY3. NGUYEN HUU HOANG 8. NGUYEN PHUONG NAM4. LE THI HOAI THU 9. DANG MINH TAM5. NGUYEN VIET HUNG Thank you very much! Communication management - January 8, 2011 20