Global Negotiations

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My presentation for 'Negotiation and Conflict Resolution' Class

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  • Global Negotiations

    1. 1. Book: ”How to Negotiate Anything with Anyone Anywhere around the World” Frank L. Acuff Articles and Sites: The Negotiation Academy – Europe www.mediate.com Beyond Intractability www.odr.info
    2. 2. <ul><li>Understanding the concept of negotiation </li></ul><ul><li>Why? Who? How? What ? </li></ul><ul><li>Knowing the importance of the win-win approach </li></ul><ul><li>Focus on interests not on positions, Meet the needs of TOS </li></ul><ul><li>Understanding the stages of negotiations </li></ul><ul><li>Orientation and Fact Finding, Reformulation of Strategies, Hard Bargaining and Decision Making, Agreement, Follow Up </li></ul><ul><li>Being able to plan negotiations </li></ul><ul><li>Identify all the issues of you and TOS, Prioritize the issues for both sides, Establish a settlement range, Develop strategies that help you achieve goals of both sides </li></ul><ul><li>Knowing what it takes to close the deal . </li></ul><ul><li>Satisfy logical and emotional needs & convince TOS that you’re at your bottom line </li></ul>
    3. 3. <ul><li>Cultural Factors That Affect Global Business Negotiations </li></ul><ul><li>Use of time </li></ul><ul><li>Individualism versus Collectivism ( Geert Hofstede) </li></ul><ul><li>Role orderliness conformity </li></ul><ul><li>Patterns of communications </li></ul><ul><li>Gender Issues in Global Business Negotiations </li></ul>
    4. 4. <ul><li>How Negotiations Differ from Region to Region </li></ul><ul><li>Pace of the Negotiations </li></ul><ul><li>Negotiating Strategies </li></ul><ul><li>Personal Relationship </li></ul><ul><li>Emotional Aspects </li></ul><ul><li>Decision Making </li></ul><ul><li>Contractual and Administrative Factors </li></ul>
    5. 5. <ul><li>Plan Your Negotiation </li></ul><ul><li>Adopt a Win-Win Approach </li></ul><ul><li>Maintain High Aspirations </li></ul><ul><li>Use Language That is Simple and Accessible </li></ul><ul><li>Ask Lots of Questions, Listen with Your Eyes and Ears </li></ul><ul><li>Build Solid Relationship </li></ul><ul><li>Maintain Personal Integrity </li></ul><ul><li>Conserve Concession </li></ul><ul><li>Make Patience an Obsession </li></ul><ul><li>Be Culturally Literate and Adapt Negotiating Strategy to the Host Country Environment </li></ul>
    6. 6. <ul><li>Use of Time: Moderate, Fast- Paced </li></ul><ul><li>Individualistic </li></ul><ul><li>Order, discipline, responsibility - highly valued </li></ul><ul><li>Communication is formal and subtle </li></ul><ul><li>Non verbal Communication - more reserved, limited physical contact </li></ul><ul><li>Low Emphasis on a Personal Relationship </li></ul><ul><li>Decision Making – planned and organized </li></ul><ul><li>Moderate degree of bureaucracy </li></ul><ul><li>Dealing with differences – Polite and Direct </li></ul><ul><li>Concession – Fairly Slow </li></ul>
    7. 7. <ul><li>Use of Time - Slow </li></ul><ul><li>Mostly Collectivism - influence of communist political system </li></ul><ul><li>Communication – straightforward </li></ul><ul><li>Non verbal Communication – more expressive </li></ul><ul><li>Decision Making - Impulsive </li></ul><ul><li>Very Low Emphasis on Personal Relationship </li></ul><ul><li>High Degree of Bureaucracy </li></ul><ul><li>Dealing with differences – Argumentative </li></ul><ul><li>Concession - Slow </li></ul>
    8. 8. <ul><li>Use of Time: Slow, and Abstract </li></ul><ul><li>Individualistic – uniqueness of each of us </li></ul><ul><li>Strong Sense of Dignity </li></ul><ul><li>Communication – expressive and emotional </li></ul><ul><li>Non verbal Communication – full of gestures and expression </li></ul><ul><li>High Emphasis on a Personal Relationship </li></ul><ul><li>Decision Making – Impulsive, spontaneous </li></ul><ul><li>Moderate degree of bureaucracy </li></ul><ul><li>Dealing with differences – Argumentative, Passionate </li></ul><ul><li>Concession - Slow </li></ul>
    9. 9. <ul><li>Use of Time: Fast </li></ul><ul><li>Individualistic </li></ul><ul><li>Order, discipline, responsibility - highly valued </li></ul><ul><li>Communication is direct and open </li></ul><ul><li>Non verbal Communication - more reserved </li></ul><ul><li>Low Emphasis on a Personal Relationship </li></ul><ul><li>Decision Making – Group Consensus </li></ul><ul><li>Moderate degree of bureaucracy </li></ul><ul><li>Dealing with differences –Direct </li></ul><ul><li>Concession - Slow </li></ul>
    10. 10. <ul><li>Use of Time: Moderate Pace </li></ul><ul><li>More Collective – strong “we” </li></ul><ul><li>Order, discipline, responsibility - highly valued </li></ul><ul><li>Communication is direct and exaggerative </li></ul><ul><li>High Emphasis on a Personal Relationship </li></ul><ul><li>Decision Making – Group Consensus </li></ul><ul><li>Moderate degree of bureaucracy </li></ul><ul><li>Extreme Emphasis on Face Saving </li></ul><ul><li>Dealing with differences Passionate </li></ul><ul><li>Concession - Slow </li></ul>
    11. 11. <ul><li>Use of Time: Very Slow </li></ul><ul><li>Collective </li></ul><ul><li>Order, discipline, responsibility - highly valued </li></ul><ul><li>Communication is quiet and indirect </li></ul><ul><li>Non verbal Communication - Reserved </li></ul><ul><li>High Emphasis on a Personal Relationship </li></ul><ul><li>Decision Making – Group Consensus </li></ul><ul><li>Moderate degree of bureaucracy </li></ul><ul><li>Excessive Politeness and Formality </li></ul><ul><li>Dealing with differences – Polite and quiet when right </li></ul><ul><li>Concession - Slow </li></ul>
    12. 12. <ul><li>Use of Time: Quite precise </li></ul><ul><li>Collective but depending of the tribe roots not nation </li></ul><ul><li>Order, discipline, responsibility - highly valued </li></ul><ul><li>Communication is friendly and animated </li></ul><ul><li>High Emphasis on a Personal Relationship </li></ul><ul><li>Decision Making – Group Consensus </li></ul><ul><li>Moderate degree of bureaucracy </li></ul><ul><li>Dealing with differences – Direct </li></ul><ul><li>Concession - Slow </li></ul>
    13. 13. <ul><li>Overcoming Cultural Shock </li></ul><ul><li>Negotiating with Your Boss and HQ staff back home </li></ul><ul><li>Resolving Bribery and Questionable Payment Issues </li></ul><ul><li>Dealing with International Virtual and Remote Teams </li></ul><ul><li>Remote Teams </li></ul><ul><li>Virtual Teams </li></ul>
    14. 16. THANK YOU

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