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9 Ppp Negotiation & Conflict Resolution
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9 Ppp Negotiation & Conflict Resolution

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Deepak Tiwari

Deepak Tiwari

Published in: Business, Education

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  • 1. Negotiation and Conflict Resolution Chapter 4 5-1
  • 2. Learning Objectives
    • Define negotiation and understand the basic negotiation process
    • Explain how culture influences the negotiation process
    • Consider the impact of situational factors and negotiating tactics on negotiation outcomes
    5-2
  • 3. Learning Objectives (cont.)
    • Analyze the differences between intra-cultural and cross-cultural negotiations
    • Discuss the role of culture in the conflict resolution process
    • Appreciate how approaches to conflict influence negotiation
    • Identify ways to become a better cross-cultural negotiator
    5-3
  • 4. Negotiation
    • The process of bargaining between two or more parties to reach a solution that is mutually acceptable
    5-4
  • 5. The Negotiation Process
    • Preparation
    • Relationship-Building
    • Information Exchange
    • Persuasion
    • Agreement
    5-5
  • 6. How Culture Influence the Negotiation Process?
    • Degree of Consensus
    • Bargaining ranges
    • Concept of winning
    • Perception of negotiation process
  • 7. Situational Factors
    • Geographical Location
    • Room Arrangements
    • Selection of Negotiators
    • Time Limits
    5-6
  • 8. Verbal Tactics
      • Promises
      • Threats
      • Recommendations
      • Warnings
      • Rewards
      • Punishments
      • Normative appeals
      • Commitments
      • Self-disclosure
      • Questions
      • Commands
    5-7
    • Initial Offer
    • Verbal Negotiating Behaviors:
  • 9. Cross-Cultural Negotiation at the Climate Change Conference of Industrial Countries, Kyoto, 1997
    • Issues of concern: Global warming
    • Goal: To reduce emission by assigned percentage points by 2012:
      • Japan – To cut 6% below the 1996 level
      • U.S. - 7%
      • EU - 8%
    • Japan’s limit: 5%
    • U.S. delegation called the White House to report the impasse
    • U.S. Vice President Al Gore called Japan’s Prime Minister Ryutaro Hashimoto at 2 a.m.
    • Al Gore’s cross-cultural communication worked!
  • 10. Nonverbal Tactics
    • Silence
    • Conversational Overlaps
    • Facial Gazing
    • Touching
    5-8
  • 11. Conflict Characteristics of Low- and High-Context Cultures 5-10 Key Questions Low-Context Conflict High-Context Conflict Why: e.g., Why do we need a contract or need to reach an agreement? When: e.g., When do conflicts occur? Analytic, linear logic; instrumental oriented; dichotomy between conflict and conflict parties Individualistic oriented; low collective normative expectations; violations of individual expectations create conflict potentials Synthetic, spiral logic; expressive oriented; integration of conflict and conflict parties Group oriented; high collective normative expectations; violations of collective expectations create conflict potentials
  • 12. 5-10 Conflict Characteristics of Low and High-Context Cultures Key Questions Low-Context Conflict High-Context Conflict What: e.g., What to say or not to say? How: e.g., How to express yourself or make a proposal? Revealment; direct, confrontational attitude; action and solution oriented Explicit communication codes; line-logic style; rational-factual rhetoric; open, direct strategies Concealment; indirect, non-confrontational attitude; “face” and relationship oriented Implicit communication codes, point-logic style: intuitive-affective rhetoric; ambiguous, indirect strategies
  • 13. Becoming a Better Cross-Cultural Negotiator
    • Understand your negotiating partner
    • Consider situational specifics
    • Decide how to handle actual negotiations
    5-11
  • 14. Convergence or Divergence?
    • Greater knowledge and understanding of culture
    • If moderate adaptation proves effective
    • Ingrained cultural patterns of behavior
    • Perception that own culture helps to negotiate effectively
    5-12
  • 15. Implications for Managers
    • Cross-cultural negotiations constitute an important part of international manager’s job
    • Understanding dynamics of negotiation process and the influence of culture can help improve negotiating outcomes
    • Moderate adaptation may be most effective
    5-13