Business negotiations

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Business negotiations

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Business negotiations

  1. 1. Business Negotiation in different countries
  2. 2. COUNTRY SPECIFIC? <ul><li>Globalization </li></ul><ul><li>Culture affects negotiating style </li></ul><ul><li>Competitive edge for companies </li></ul>
  3. 3. Business Negotiation: Asian Perspective
  4. 4. Goal <ul><li>Contract Relationship </li></ul>OR <ul><li>Asians believe in creating relationships </li></ul>
  5. 5. Attitude Win/Win Win/Lose <ul><li>Indian & Chinese consider negotiations as win/win situation </li></ul>
  6. 6. Personal Styles Formal Informal <ul><li>Chinese & Indians have different perception here </li></ul>
  7. 7. Communication <ul><li>Direct or Indirect </li></ul>Indirect Direct <ul><li>Asians are strongly in favor of direct way of communication </li></ul>
  8. 8. Team Organization <ul><li>Different Asian country has different view about team organization </li></ul><ul><li>Indian prefer team organization & Chinese go for one leader approach </li></ul>
  9. 9. Video
  10. 10. India <ul><li>Negotiation strategy </li></ul><ul><ul><li>Negotiations are Part of the Indian Culture - Bargaining is ingrained into the Indian way of doing business </li></ul></ul><ul><ul><li>Language - English has become the standard business language used in India </li></ul></ul><ul><ul><li>Bureaucracy - be ready to face delays. </li></ul></ul><ul><ul><li>Be ready to face family – family is integral part of an Indian . </li></ul></ul><ul><ul><li>Responsibility lies on the top - When it comes to decisions and ultimate responsibility, the buck truly stops with management. </li></ul></ul><ul><ul><li>Be flexible - As with other cultures, be prepared to be flexible at the negotiating table </li></ul></ul><ul><ul><li>Be ready with their words - many Indians will not flat out say, &quot;no&quot; during a negotiation or business transaction but they expect you to be very direct </li></ul></ul>
  11. 11. Japan <ul><li>Negotiation strategy </li></ul><ul><ul><li>Negotiation style - Japanese have a difficult time saying ‘NO’ </li></ul></ul><ul><ul><li>Documentation - Written contracts are required. </li></ul></ul><ul><ul><li>Long pauses - Japanese often remain silent for long periods of time. </li></ul></ul><ul><ul><li>Understanding - Japanese prefer broad agreements and mutual understanding so that when problems arise they can be handled flexibly. </li></ul></ul><ul><ul><li>Facilitator needed - Using a Japanese lawyer is seen as a gesture of goodwill. </li></ul></ul><ul><ul><li>Concession no! no! - Japanese seldom grant concession. </li></ul></ul><ul><ul><li>Contracts are not final - Japanese do not see contracts as final agreements so they can be renegotiated. </li></ul></ul>
  12. 12. China <ul><li>Pre negotiations </li></ul><ul><li>Lobbying - Lobbying before the Chinese </li></ul><ul><li>government is most important activity for foreign firms </li></ul><ul><li>Presentation – Giving attractive & informative presentation is vital step towards a formal negotiation session. </li></ul><ul><li>Trust building – The Chinese attach a great importance to trust building in business negotiations </li></ul><ul><li>Persuasion – Chinese use a variety of persuasion techniques </li></ul><ul><li>Concessions & agreements – Formal negotiations ends with concessions of both parties </li></ul><ul><li>Hierarchy - final agreements are signed in front of higher officials </li></ul><ul><li>Formal negotiations </li></ul>
  13. 13. China <ul><li>Post negotiations </li></ul><ul><li>Implementations & new rounds of negotiations – </li></ul><ul><li>Negotiations in china almost always extends to post negotiation stage </li></ul>
  14. 14. Just be simple & Say AAL IZZ WELL

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