This document provides an overview of topics related to intercultural negotiations, including:
1) The negotiation process involves preparation, team selection, relationship building, opening talks, discussions, and reaching an agreement. Common mistakes include poor preparation, lack of listening, and failure to understand cultural differences.
2) Intercultural negotiation models include problem-solving, competitive, compromising, forcing, and legalistic approaches. A four-stage model involves investigation, presentation, bargaining, and reaching an agreement.
3) Negotiation strategies should consider each party's interests and understand cultural norms around communication styles and building relationships. Trade agreements can establish rules for cross-border trade.
With a market of more than 300 million people, the
United States is the world’s largest economy. Its size
gives it the power to influence global acceptance of
everything from consumer goods to industrial standards,
and makes it a magnet for exporters all over the
planet. Simultaneously, the U.S. is a major supplier of
goods and services both to its own domestic markets
and to markets around the world.
3 Key Areas to Consider Prior to a Major Cross Cultural NegotiationBill Kohnen
3 Key Areas to Consider Prior to any major cross cultural negotiation: Hierarchy, Individualism v. Collectivism and Importance of Context. Consideration of these areas will not guarantee agreement but can help minimize the chance of impasse in a situation where an agreement is possible as well as reduce time and cost of the negotiation.
With a market of more than 300 million people, the
United States is the world’s largest economy. Its size
gives it the power to influence global acceptance of
everything from consumer goods to industrial standards,
and makes it a magnet for exporters all over the
planet. Simultaneously, the U.S. is a major supplier of
goods and services both to its own domestic markets
and to markets around the world.
3 Key Areas to Consider Prior to a Major Cross Cultural NegotiationBill Kohnen
3 Key Areas to Consider Prior to any major cross cultural negotiation: Hierarchy, Individualism v. Collectivism and Importance of Context. Consideration of these areas will not guarantee agreement but can help minimize the chance of impasse in a situation where an agreement is possible as well as reduce time and cost of the negotiation.
A Guide to Brazil - U.S. Intercultural RelationsPeter Wilner
I delivered this presentation to the MIT-Brazil program at the Massachusetts Institute of Technology in Cambridge, Massachusetts (May 2018). I designed it to orient North American students, who had spent little or no time interacting with Latin American cultures, to the different ways that entities from the two different regions, i.e., the U.S. and Brazil, conduct business.
International Logistics - Facilitating International BusinessBhupesh Shah
Lecture on international logistics - role of the IMF, UN, World Bank and other associated non-profit organizations in facilitating international business; the forces and factors impacting int'l business and the staffing challenges.
Bus106 wk9 ch8 Competing in Global MarketsBhupesh Shah
BUS106 Competing in Global Markets - from UNDERSTANDING CANADIAN BUSINESS, 7th Canadian Edition (custom publication for Seneca) ; published by McGraw-Hill
A Guide to Brazil - U.S. Intercultural RelationsPeter Wilner
I delivered this presentation to the MIT-Brazil program at the Massachusetts Institute of Technology in Cambridge, Massachusetts (May 2018). I designed it to orient North American students, who had spent little or no time interacting with Latin American cultures, to the different ways that entities from the two different regions, i.e., the U.S. and Brazil, conduct business.
International Logistics - Facilitating International BusinessBhupesh Shah
Lecture on international logistics - role of the IMF, UN, World Bank and other associated non-profit organizations in facilitating international business; the forces and factors impacting int'l business and the staffing challenges.
Bus106 wk9 ch8 Competing in Global MarketsBhupesh Shah
BUS106 Competing in Global Markets - from UNDERSTANDING CANADIAN BUSINESS, 7th Canadian Edition (custom publication for Seneca) ; published by McGraw-Hill
Developing a marketing strategy - maximize social mediaBhupesh Shah
Slides from a seminar for Artists wishing to know more about developing a marketing strategy or maximizing social media. Part of "The Business of Art" 2011 workshop series presented by the Richmond Hill Small Business Enterprise Centre (RHSBEC).
Bus106 wk10 ch9 producing world class goods and servicesBhupesh Shah
BUS106 Producing World-Class Goods and Services - from UNDERSTANDING CANADIAN BUSINESS, 7th Canadian Edition (custom publication for Seneca) ; published by McGraw-Hill
Copy of Search Engine Optimization presentation.
• Overview of Search Engine Optimization (SEO)
• Benefits of SEO
• Principles of search engine-friendly design
• Tips on how to apply SEO to your website
• How to avoid the biggest SEO pitfalls that could lower your rankings
• How social media can help boost your search engine ranking.
Description of Pay Per Click; Creating a PPC Campaign; Keyword Competition; Customer Buying Cycle; External Factors That Can Affect the Success of a PPC Campaign; What to Expect From a PPC Service Provider; PPC Resources
Class lecture notes on leadership - I can't permit downloads because some of the pictures are copyrighted and I only had permission to use this for education purposes. Sorry - but we all have to respect the IP rights of others.
Buzzware — это инструмент для мониторинга социальных медиа. Он позволяет исследовать мнения пользователей, которые они публично выражают в блогах, социальных сетях.
Social Bookmarking Using Diigo - for educators and students alike.
Presentation - Seneca College's Teaching and Learning with Technology Day, Oct 26, 2009.
Negotiation Power Skills Applied in Library Services ManagementShirley Ingles-Cruz
“Negotiation is a process of forming an agreement on how two parties should proceed and act in accordance with a potential trading agreement or customer/supplier relationship. (sales-evaluation.com)
“Negotiation is a field of knowledge and endeavor that focuses on gaining the favor of people from whom we want things.” (Cohen, Herb)
Dysfunctional Behaviors and Related Facilitation Strategies Twelv.docxkanepbyrne80830
Dysfunctional Behaviors and Related Facilitation Strategies: Twelve Angry Men
Behavior
Actor/Evidence
Strategy Used or Suggested
Whisperer—periodically engages team member(s) in side conversations
Silent member—withdrawn; doesn’t participate
“Eager beaver” (talker/ monopolizer)—always has something to say
Heckler/complainer— combative; tells team members why what they’re working on will never work
Sidetracker—dicusses items not on the agenda
Fighter—picks a “fight” and/or argues with another team member
“Stand pat”—won’t budge; hostile; unwilling to look at situation from others’ perspective; often prejudiced
Verbal stumbler—unable to express self clearly
Early leaver—announces they must leave for another activity
Five Stages of Negotiating
All negotiations are different. Simple negotiations, such as choosing which movie to rent, need not require an extensive negotiation process. However, when negotiations involve significant or complex issues, you should consider using the five-stage process model
Negotiating consists of five stages: (1) preparation and planning, (2) defining ground rules, (3) clarifying and justifying your case, (4) bargaining and problem solving, and (5) closure and implementation.
These stages are described below. 1. Preparation and planning. Without question, preparation and planning are the keys to successful deal making. While some may think they can negotiate effectively “on the fly,” all negotiators benefit from thorough advance thought and preparation. Be clear about what you want and why. Gather data to support your position. Consider ways to present your arguments persuasively. Consider what the other party wants and why.
2. Definition of ground rules. Determining your own guidelines or rules for the negotiation helps you plan a strategy that can be successful. Establish who will or should be present and at what part of the negotiation. Decide where the meeting will be held and offer a possible agenda for how the time will be allocated and for which issues. The location has implications in terms of who’s in charge. While there may be a benefit to having the negotiation at your office—the home court advantage—agreeing to have the negotiation at the other party’s office might show flexibility and willingness to negotiate on your part. When the topic covered is potentially divisive or difficult, a neutral location might help level the playing field for both parties—an important consideration when an integrative solution is desired.
3. Clarification and justification. As the negotiation begins, state what you want and why. A key issue here is the difference between positions and interests. A position is a stance—typically a firm one—taken by a negotiator. “I’ll give you $4,500 and that’s my final offer.” An interest is the explanation behind the position, need, or desire that expresses why a negotiator wants what he or she wants. “I’m asking for $5,000 because the car has low miles, an u.
Training Slides of Advanced Negotiation Communication & Presentation Skills , discussing the importance of Negotiation Skills.
For further information regarding the course, please contact:
info@asia-masters.com
www.asia-masters.com
Training Slides of Negotiation & Conflict Management in Organization, discussing the importance of Negotiation Skills.
Some Key-Points:
- Stages of Negotiation
- Approaches to Negotiation
- The Five Communication Styles
For further information regarding the course, please contact:
info@asia-masters.com
The results delivered by projects usually depend upon what you negotiate. Successful project leaders explore a perspective, principles, tools, and recommendations to achieve better results through the power of negotiations. They avoid being set up for failure by recognizing and developing skills that lead to greater success. Negotiating is fun…and is productive. Everything is negotiable, both at work and in everyday lives. It is in our best interests, and for your team and organization, that you embrace negotiating as a requisite skill…and implement it dutifully. This presentation was developed and delivered by Randy Englund as part of the Cadence Distinguished Speaker Series Webinars. For more information, visit http://www.cadencemc.com.
Introduction to AI for Nonprofits with Tapp NetworkTechSoup
Dive into the world of AI! Experts Jon Hill and Tareq Monaur will guide you through AI's role in enhancing nonprofit websites and basic marketing strategies, making it easy to understand and apply.
Operation “Blue Star” is the only event in the history of Independent India where the state went into war with its own people. Even after about 40 years it is not clear if it was culmination of states anger over people of the region, a political game of power or start of dictatorial chapter in the democratic setup.
The people of Punjab felt alienated from main stream due to denial of their just demands during a long democratic struggle since independence. As it happen all over the word, it led to militant struggle with great loss of lives of military, police and civilian personnel. Killing of Indira Gandhi and massacre of innocent Sikhs in Delhi and other India cities was also associated with this movement.
Macroeconomics- Movie Location
This will be used as part of your Personal Professional Portfolio once graded.
Objective:
Prepare a presentation or a paper using research, basic comparative analysis, data organization and application of economic information. You will make an informed assessment of an economic climate outside of the United States to accomplish an entertainment industry objective.
This slide is special for master students (MIBS & MIFB) in UUM. Also useful for readers who are interested in the topic of contemporary Islamic banking.
Acetabularia Information For Class 9 .docxvaibhavrinwa19
Acetabularia acetabulum is a single-celled green alga that in its vegetative state is morphologically differentiated into a basal rhizoid and an axially elongated stalk, which bears whorls of branching hairs. The single diploid nucleus resides in the rhizoid.
A Strategic Approach: GenAI in EducationPeter Windle
Artificial Intelligence (AI) technologies such as Generative AI, Image Generators and Large Language Models have had a dramatic impact on teaching, learning and assessment over the past 18 months. The most immediate threat AI posed was to Academic Integrity with Higher Education Institutes (HEIs) focusing their efforts on combating the use of GenAI in assessment. Guidelines were developed for staff and students, policies put in place too. Innovative educators have forged paths in the use of Generative AI for teaching, learning and assessments leading to pockets of transformation springing up across HEIs, often with little or no top-down guidance, support or direction.
This Gasta posits a strategic approach to integrating AI into HEIs to prepare staff, students and the curriculum for an evolving world and workplace. We will highlight the advantages of working with these technologies beyond the realm of teaching, learning and assessment by considering prompt engineering skills, industry impact, curriculum changes, and the need for staff upskilling. In contrast, not engaging strategically with Generative AI poses risks, including falling behind peers, missed opportunities and failing to ensure our graduates remain employable. The rapid evolution of AI technologies necessitates a proactive and strategic approach if we are to remain relevant.
3. Topics
Steps in the Negotiation Process
Mistakes Commonly Made During Negotiations
Intercultural Negotiation Models
Negotiation Strategies
Trade Agreements
6. Why take ―no‖ for an answer?
Successful people don't. They get
what they want by negotiating better
deals for both parties.
http://www.flickr.com/photos/bearpark/
7. Steps in the Negotiation Process
Preparation
and Site
Selection
Team Selection
Relationship
Building
Opening TalksDiscussionsAgreement
8. Preparation and Site Selection
Hire a consultant in
the country.
Consult resource
videos and
written materials
on negotiation.
Choose a site—here or
there can be important.
9. Team Selection
Consider number, age, gender, and rank of team
members.
Consider background of players.
Evaluate other negotiators - their political affiliation,
social class, age, and risk-taking propensity.
http://www.flickr.com/photos/dance_photographer/
11. Opening Talks and Discussions
Observe opening rituals
- small talk, humor, etc.
Consider the
appropriateness of an
agenda.
Expect a variety of behaviors.
Plan ahead for concessions.
Move to an informal location when
appropriate.
13. Common Negotiation Mistakes
Making negative initial impression
Failing to listen and talking too
much
Assuming understanding by the
other culture
Failing to ask important questions
Showing discomfort with silence
Using unfamiliar and slang words
Interrupting the speaker
Failing to read the nonverbal cues
14. Common Negotiation Mistakes
Failing to note key points
Making statements that are irritating or
contradictory
Failing to prepare a list of questions for
discussion
Being easily distracted
Failing to start with conditional offers
Failing to summarize and restate to
ensure understanding
Hearing only what you want to hear
Failing to use first-class supporting
materials
15. Intercultural Negotiation Models
Problem-solving approach — considers national and organizational
cultural differences
Competitive approach — individualistic and persuasive orientation
Compromising — seeks a middle ground
Forcing — makes the other party comply
Legalism — uses legal documentation to force the partner to comply
http://www.flickr.com/photos/frerieke/
16. Four - Stage Negotiation Model
Investigative – Presentation – Bargaining - Agreement
http://www.flickr.com/photos/jimthompson/
17. Negotiation Strategies
People act on the basis of their own best interests.
Truth in negotiations: Faith/Fact/Feeling
U.S. negotiators make fewer adjustments to their opponents.
Strategies include: preparation; tactics; conflict resolution and
mediation; and observation, analysis, and evaluation.
http://www.flickr.com/photos/stefanerschwendner/
18. Trade Agreements
General license – never actually issued
Validated license — allows specific exporter to export specific
products to specific places
Free trade zones or trade blocs — products enter without customs
duties
http://www.flickr.com/photos/glennbatuyong/
19. NAFTA Benefits
To eliminate barriers to trade and
facilitate cross-border movement
of goods and services
To promote fair competition
To increase investment opportunities
To provide adequate and effective
protection for intellectual property
To develop effective
procedures to handle disputes
To expand cooperation and increase
benefits to the three countries
20. The U.S. Negotiator’s Global Report Card
Competency Grade
Preparation B-
Synergistic approach (win-win) D
Cultural I.Q. D
Adapting the negotiating process to the host country
environment
D
Patience D
Listening D
Linguistic abilities F
Using language that is simple and accessible C
High aspirations B+
Personal integrity A-
Building solid relationships D
21. Statements Characteristic of U.S. Negotiating Style
"I can handle this myself" (to express individualism).
"Please call me Steve" (to make people feel relaxed by being
informal).
"Pardon my French" (to excuse profanity).
"Let's get to the point" (to speed up decisions).
"Speak up; what do you think?" (to avoid silence).
"A deal is a deal" (to indicate an expectation that the agreement
will be honored).
22. China
Reserved; known for hospitality and good manners
Give small, inexpensive presents
Do not like to be touched
Consider mutual relationships and trust very important
Technical competence of negotiators necessary
Prefer to use an intermediary
Rarely use lawyers
Ample room for compromise
23. France
Have a sense of pride sometimes interpreted as supremacy
French logic ("Cartesian" logic) proceeds from what is known in a
point-by-point fashion until agreement is reached
Protocol, manners, status, education, family, and individual
accomplishments are keys to success with the French
24. Germany
Protocol is important
Dress is conservative; correct posture and manners are required
Use titles when addressing members of the negotiating team
Prefer keeping a distance between themselves and the other team
Have technical people as part of the negotiation team as Germans
are detail oriented
Punctuality is expected
Contracts are firm guidelines to be followed exactly
25. India
Bribery is common; having
connections is important
Avoid using the left hand in
greetings and eating
Request permission before
smoking, entering, or sitting
Building relationships is
important; an introduction is
necessary
Intermediaries are common
Use titles to convey respect
Knowledge of local affairs is
important
Negotiation process can be long
26. Japan
Business etiquette is
very important,
including business card
exchange
Meeting should be arranged by an
intermediary
Subtle and complex verbal and nonverbal
cues are used to avoid having someone lose
face or lose the group harmony
The Japanese use more silence and less eye
contact than U.S. persons
Consider contracts as flexible instruments
Are suspicious of a negotiating team that
includes lawyers
27. Latin America Relationships are important
Bribery is common
Government is very involved in
business
Negotiators chosen based on
family connections, political
influence, education, and gender
(females should be in the
background)
Social competence is important
Most agreements are
consummated over lunch
Numerous meetings is the norm;
time is not seen as important
Avoid gestures
28. Nigeria
Nigerians are skillful negotiators; they view negotiation as a
competitive process
When selecting negotiators, consider age (equated with
wisdom), gender, cultural background, and educational
credentials
Developing a personal relationship is important
Time is not particularly important so negotiations may be
lengthy
Use titles and last names
Use an intermediary to make initial introductions
Being well dressed is important; courtesy and consideration
are also expected
Contracts (oral or written) are flexible
A bribe may be needed to expedite business
29. Russian States
In the past, negotiation sessions have been long, with Russians
controlling the agenda
Are concerned with age, rank, and protocol
Tend to be formal
Friendships are not crucial to business
Contracts interpreted rigidly
Concerned with maximizing their profits
30. Negotiating globally can present many
opportunities. Corporations can expand
their markets, increase their markets,
increase their profits and productivity,
and lower their costs by negotiating
globally.