Negotiating with Americans

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A presentation used to sell and create a business case for providing negotiation training to Chinese business executives working with American companies.

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  • No one likes to feel like a stranger, and feeling unable to communicate or to decipher aspects of behavior that don’t fit with our own habitual experiences can make any of us feel alone.  This is a natural part of human experience, but even so, it is important to keep these feelings in perspective and remember that differences are less important than commonalities.
  • Negotiating with Americans

    1. 1. Negotiating with Americans An International Perspective for Chinese Business Executives
    2. 2. Preliminary Case Study <ul><li>Salient issues </li></ul><ul><li>Ethnocentrism </li></ul><ul><li>Sociocultural stereotyping </li></ul><ul><li>Hofstede’s model </li></ul>
    3. 3. Introduction <ul><li>Cultural misunderstanding </li></ul><ul><li>Culture as a basis for understanding </li></ul><ul><li>Emic vs Etic approach </li></ul><ul><li>Sociocultural transcendence </li></ul>
    4. 4. Agenda <ul><li>The MetaCulture </li></ul><ul><li>Transnational Negotiator </li></ul><ul><li>Stairway to the MetaCulture </li></ul>
    5. 5. The MetaCulture <ul><li>Abstraction of two cultures </li></ul><ul><li>Cross-cultural flexibility </li></ul><ul><li>Tool for adapting to foreign cultures </li></ul><ul><li>Transcending cognitive cultural constraints </li></ul><ul><li>Tough on problems, easy on people </li></ul>
    6. 6. TransNational Negotiator <ul><li>Cultural Adventurer </li></ul><ul><li>Cultural Sensitizer </li></ul><ul><li>Cultural Insider </li></ul><ul><li>Culture Judge </li></ul><ul><li>Socializing Synthesizer </li></ul><ul><ul><li>(Graen, 1996) </li></ul></ul>
    7. 7. Building Blocks <ul><li>American perception of the west </li></ul><ul><li>The Confucian Self </li></ul><ul><li>Asian perspective of the west </li></ul><ul><li>Building a TransNational </li></ul><ul><li>negotiator </li></ul><ul><li>Difficult to communicate </li></ul><ul><li>cultural </li></ul><ul><li>understanding </li></ul>
    8. 8. Communication is THE TOOL <ul><ul><li>It is not the culture but the communication of the culture that is confusing: </li></ul></ul><ul><li>Perceptions </li></ul><ul><li>Ideals </li></ul><ul><li>Laws </li></ul><ul><li>Environments </li></ul><ul><li>People </li></ul>
    9. 9. American Communication <ul><li>COMFORT – INFORMAL </li></ul><ul><li>SPEED – FAST/NO SMALL TALK </li></ul><ul><li>EMOTIONS – PRACITAL/OBJECTIVE </li></ul><ul><li>INTERACTION – DIRECT/OPEN </li></ul><ul><li>REACTION – ANALYTICAL/PERSISTENT </li></ul>
    10. 10. American Perceptions <ul><li>Differences can feel like a threat at first.  </li></ul><ul><li>We tend to overlook similarities and notice just the differences when we first begin to interact with members of another culture.  </li></ul>
    11. 11. American Law <ul><li>Oral and Written Contracts </li></ul><ul><li>Fine Print </li></ul><ul><li>Standard Contracts are “Normal” Business </li></ul>
    12. 12. American Pressures <ul><li>Careful! There is a danger of &quot;reverse inadaptation&quot;: you start behaving like your idea of the &quot;typical&quot; American and your American colleagues like their idea of the Chinese. </li></ul>
    13. 13. Communicating Power <ul><li>RESOURCE CONTROL </li></ul><ul><li>EXPERT INFORMATION </li></ul><ul><li>PROCEDURE CONTROL </li></ul><ul><li>SANCTION ABILITY </li></ul><ul><li>NUISANCE ABILITY </li></ul><ul><li>STATUS QUO </li></ul><ul><li>VALUE APPEAL </li></ul>
    14. 14. Communication Tips <ul><li>PREPARE!/PRACTICE! </li></ul><ul><li>Direct Communication </li></ul><ul><li>Cadence </li></ul><ul><li>Topics </li></ul><ul><li>Timing </li></ul>
    15. 15. The Deal <ul><li>1 FULL Day </li></ul><ul><li>$1995/person $7475/5 people </li></ul><ul><li>Open the flood gates </li></ul>
    16. 16. Summary <ul><li>Case Study </li></ul><ul><li>Cultural Problems </li></ul><ul><li>MetaCulture </li></ul><ul><li>Communication Problems </li></ul><ul><li>MetaCommunication </li></ul><ul><li>The Seminar </li></ul><ul><li>Questions </li></ul>
    17. 17. Any Questions? <ul><li>“ By sowing a seed once, you will harvest once. </li></ul><ul><li>By planting a tree, you will harvest ten fold. </li></ul><ul><li>By educating the people, you will harvest forever.” </li></ul><ul><li>-Anonymous Chinese Scholar (ce 400) </li></ul>

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