Successfully reported this slideshow.
We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. You can change your ad preferences anytime.
   Negotiation is the process of discussion by which    two or more parties aim to reach a mutually    acceptable agreeme...
   Successful management of intercultural    negotiations requires the manager     To  gain specific knowledge of the pa...
Looks for and says the truthIs not afraid of speaking up and has no fearsExercises self-controlSeeks solutions that will p...
Puts things into perspective and switches easily fromthe small picture to the big oneIs humble and trusts the opponentIs a...
Protects all the parties honor, self-respect, and dignityAvoids direct confrontation between opponentsIs respected and tru...
Is able to resist any kind of pressure that the opponents couldtry to exercise on himUses references to people who are hig...
Respects the “opponents”States his or her position as clearly as possibleKnows when he or she wishes a negotiation to move...
Knows when to compromiseTakes a firm stand at the beginning of the negotiationRefuses to make concessions beforehandAccept...
Tend to be very direct in communicationResist making outrageous initial demandsMore likely to negotiate aloneUncomfortable...
Sensitive to national originPrefer to be called English, not BritishMake appointment in advanceExcessively politeRefrain f...
France is very centralizedCompetitive environment for businessPeople are warm and friendly, share everythingUnderstand Eng...
Is a low context countryExpect more detailed contractsTime managementMasters of the dealAppear formal and aloof at firstGr...
   Are relationship based    Prefer to trust the person    Consider promise made during negotiation    Do not expect eye ...
Saying: “He ging, he li, he fa.”Traditional greeting styleDo business on building relationshipThe groups needs is ahead of...
   They are reluctant to say “NO”   Ask them open ended questions   Very high context country   “we” comes before “I”...
Are not entrepreneurial by heartNot afraid to make tough initial demandHave very bureaucratic mind-setHave learned to prot...
Do not refer them as Arabs, unless…..Do not spend time on dealSign the contract first and then negotiateContract to them m...
cross culture negotiation
cross culture negotiation
cross culture negotiation
cross culture negotiation
cross culture negotiation
cross culture negotiation
cross culture negotiation
Upcoming SlideShare
Loading in …5
×

cross culture negotiation

632 views

Published on

Published in: Business
  • Be the first to comment

cross culture negotiation

  1. 1.  Negotiation is the process of discussion by which two or more parties aim to reach a mutually acceptable agreement Negotiating across borders is more complex because of the number of stakeholders involved
  2. 2.  Successful management of intercultural negotiations requires the manager  To gain specific knowledge of the parties in the upcoming meeting  To prepare accordingly to adjust to and control the situation  To be innovative
  3. 3. Looks for and says the truthIs not afraid of speaking up and has no fearsExercises self-controlSeeks solutions that will please all the parties involvedRespects the other partyNeither uses violence nor insultsIs ready to change his or her mind and differ withhimself or herself at the risk of being seen asinconsistent and unpredictable
  4. 4. Puts things into perspective and switches easily fromthe small picture to the big oneIs humble and trusts the opponentIs able to withdraw, use silence, and learn from withinRelies on himself or herself, his or her own resourcesand strengthsAppeals to the other party’s spiritual identityIs tenacious, patient, and persistentLearns from the opponent and avoids the use of secretsGoes beyond logical reasoning and trusts his or herinstinct as well as faith
  5. 5. Protects all the parties honor, self-respect, and dignityAvoids direct confrontation between opponentsIs respected and trusted by allDoes not put the parties involved in a situation where theyhave to show weakness or admit defeatHas the necessary prestige to be listened toIs creative enough to come up with honorable solutions for allpartiesIs impartial and can understand the positions of the variousparties without leaning toward one or the other
  6. 6. Is able to resist any kind of pressure that the opponents couldtry to exercise on himUses references to people who are highly respected by theopponents to persuade them to change their minds on someissuesCan keep secrets and in so doing gains the confidence of thenegotiating partiesControls his temper and emotionsCan use conference as mediating devicesKnows that the opponent will have problems in carrying outthe decisions made during the negotiation
  7. 7. Respects the “opponents”States his or her position as clearly as possibleKnows when he or she wishes a negotiation to move onIs fully briefed about the negotiated issuesHas a good sense of timing and is consistentMakes the other party reveal his or her position whilekeeping his or her own position hidden as long aspossibleLets the other negotiator come forward first and looks forthe best deal
  8. 8. Knows when to compromiseTakes a firm stand at the beginning of the negotiationRefuses to make concessions beforehandAccepts compromises only when the negotiation isdeadlockedSets up the general principles and delegates the detail work toassociatesKeeps a maximum of options open before negotiationOperates in good faith
  9. 9. Tend to be very direct in communicationResist making outrageous initial demandsMore likely to negotiate aloneUncomfortable with emotional displaysExpect short term profitsLess likely to speak a foreign languageThey are not world travelersUncomfortable with silenceHate to admit that we don’t know
  10. 10. Sensitive to national originPrefer to be called English, not BritishMake appointment in advanceExcessively politeRefrain from asking personal questionsAre very class consciousNot comfortable with strangersDo not move at the frantic pace
  11. 11. France is very centralizedCompetitive environment for businessPeople are warm and friendly, share everythingUnderstand English, uncomfortable to speaklogical thinkersValue principle over resultpunctual
  12. 12. Is a low context countryExpect more detailed contractsTime managementMasters of the dealAppear formal and aloof at firstGreat emphasis on titlesThey drive fast
  13. 13.  Are relationship based Prefer to trust the person Consider promise made during negotiation Do not expect eye contact
  14. 14. Saying: “He ging, he li, he fa.”Traditional greeting styleDo business on building relationshipThe groups needs is ahead of personal needsNegotiate in teamsConcept of GuanxiRespect for persons positionEntrepreneur by heart and loves to bargain andhaggle
  15. 15.  They are reluctant to say “NO” Ask them open ended questions Very high context country “we” comes before “I” Tradtional style of greeting The concept of Wa (Harmony) Prefer to work in group The concept of Kashi “Banana no tataki uri”
  16. 16. Are not entrepreneurial by heartNot afraid to make tough initial demandHave very bureaucratic mind-setHave learned to protect themselves from blameUnless authorized, its forbiddenNot afraid to vocalize their concernHigh context country
  17. 17. Do not refer them as Arabs, unless…..Do not spend time on dealSign the contract first and then negotiateContract to them means less than a letter of intentThe higher the floor you are, the higher your prestigeAppointments are not the firm commitments

×