Business negotiation skills case study ppt prepared by students of IMI Bhubaneswar

1. Getting to Si, Ja, Oui,
Hai and Da
Presented by:
Krishnakali Jana
Priyanka Singhal
Sachin Sinha

2. Case Summary
Tim Carr – An American working, experienced
negotiator
Negotiation with High-level Saudi Arabian
Deal that was close to execution phase turned
off
Case emphasises on five rules of thumb for
negotiating

3. Thumb Rule 1:
Adapt the way you
express
Disagreement
 The way you express disagreement
during negotiation is different for
different culture.
ex: Russia vs. America
 Downgraders and upgraders

4. Thumb Rule 2:
Know when to Bottle
It Up or Let It All
Pour Out
 Self-expression during negotiation differs
from culture to culture
 Emotionally expressive, but avoid open
disagreement
 Recognize emotional outpouring signifies
to other culture you negotiating with

5. Thumb Rule 3:
Learn how the
other culture
builds trust
 Cognitive & Affective
 Survey showed Americans draw sharp
line between cognitive and affective
trust
 Ley your guard down, show your
human side

6. Thumb Rule 4:
Avoid Yes-or-No
questions
 Yes means ‘No’ and No means
‘Let’s discuss further’
 Case of Danish executive and
Indonesian manager

7. Thumb Rule 5:
Be careful about putting it in Writing
 Practice of writing of the negotiation can be
sour for the other party
 Somewhere verbal agreements are enough,
other places there is need of contract
 Be ready to revisit
 In emerging market, everything in these
countries is dynamic and no deal is 100%
final.

8. GRACIAS
DANKE SCHÖN
MERCI
СПАСИБО