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CROSS-
CULTURAL
NEGOTIATION
ROLE OFCROSS -CULTURAL
NEGOTIATIONS
Cross-cultural negotiations should aim to create win-
win scenarios, where both parties benefit from the
agreement. This can involve identifying and
addressing the other party's concerns and needs while
ensuring that your interests are also met.
FEATURES OFCROSS
CULTURAL NEGOTIATIONS
Cross cultural communication will be outlined and
demonstrated by examples of ideas, attitudes, and
behaviors involving four variables:
• Time and space
• Fate and Personal
Responsibility
• Face and Face saving
• Non verbal Communication
Building and maintaining
relationship
Power and
Persuasion
Negotiator
selection criteria
Approach to process and
team organization
Preferred
outcome
CROSS-
CULTURAL
NEGOTIATIONS Effective
communication
and risk
Role of
third Party
Orientation
towards conflict
Meeting venue
Management
Time
management
Interpersonal
Relationship
Building
MANAGING CROSS-CULTURAL
NEGOTIATIONS
Exchanging
Task- Related
Information
Planning
Persuasion Agreement
NEGOTIATIONCHALLENGES
• Cognitive Biases.
• Deception
• A weak position
• Time pressure
• Another Decision maker
• Delay tactics
• Last-Minute wavering
• Aggressive Behavior
• Linking Logic
• Price-only negotiation
• Letting Positions Override Interests
• Neglecting the Other Side's Problem
DEALINGWITHCULTURALBARRIERSIN
BUSINESSNEGOTIATIONS
1. Research the other party’s culture.
Do business negotiators greet one another with a handshake, a hug, or a bow? Should you be prepared for
lengthy trust-building small talk or be ready to get right down to business? Such guidelines can help you avoid
making potentially embarrassing or offensive faux pas and reduce cultural barriers, and they may also improve
the efficiency of your business negotiations.
2. Consider the individual.
Everyone involved in your business negotiations will want to be viewed as a multifaceted individual. many
forces other than culture influence our negotiating behavior, including personality, training, and experience.
Focus on getting to know the other party as a unique individual, and put your cultural knowledge off to the side.
3. Build bridges across cultures.
Rather than focusing on overcoming intercultural barriers, look for ways to bridge the two cultures represented in
your business negotiations. That bridge-building involve finding commonalities that go beyond cultures, such as a
shared experience, interest, or goal.
4. Consider the broader context.
By seeing the negotiation through a wider lens, we can incorporate critical concerns and increase our odds
of reaching a successful, lasting agreement. The interpersonal challenges of negotiating with someone from
a different culture can lead us to overlook the broader context of our negotiations.
5. Take steps to reduce stress.
To reduce stress in your cross-cultural business negotiations, by taking frequent breaks, ensuring you have
enough time to negotiate, or enlisting a mutually trusted third party to help you resolve any differences or
conflicts that arise during your talks. By doing so, you will reduce the pressures associated with cultural
barriers and begin dealing with one another as negotiators.
NEGOTIATIONEXERCISESTEP1:
GETTINGREADY
• Define the problem
• List the stakeholders & Interests
• List Alternatives
• Choose Your BATNA(Best Alternative to a Negotiated Agreement)
• Capture any Options
NEGOTIATIONEXERCISESTEP2:
GETTINGTOGETHER
• Define the problem
• List the stakeholders & Interests
• Brainstorm Options
• Evaluate
• Move towards agreement
Effective cross-cultural negotiation requires the
ability to adapt communication styles to fit the
cultural norms of the other party. This can
include adjusting your language, tone, and style
of communication to ensure that your message
is effectively conveyed.
THANK
YOU

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Presentation on cross cultural negotiations.

  • 2. ROLE OFCROSS -CULTURAL NEGOTIATIONS Cross-cultural negotiations should aim to create win- win scenarios, where both parties benefit from the agreement. This can involve identifying and addressing the other party's concerns and needs while ensuring that your interests are also met.
  • 3. FEATURES OFCROSS CULTURAL NEGOTIATIONS Cross cultural communication will be outlined and demonstrated by examples of ideas, attitudes, and behaviors involving four variables: • Time and space • Fate and Personal Responsibility • Face and Face saving • Non verbal Communication
  • 4. Building and maintaining relationship Power and Persuasion Negotiator selection criteria Approach to process and team organization Preferred outcome CROSS- CULTURAL NEGOTIATIONS Effective communication and risk Role of third Party Orientation towards conflict Meeting venue Management Time management
  • 6. NEGOTIATIONCHALLENGES • Cognitive Biases. • Deception • A weak position • Time pressure • Another Decision maker • Delay tactics • Last-Minute wavering • Aggressive Behavior • Linking Logic • Price-only negotiation • Letting Positions Override Interests • Neglecting the Other Side's Problem
  • 7. DEALINGWITHCULTURALBARRIERSIN BUSINESSNEGOTIATIONS 1. Research the other party’s culture. Do business negotiators greet one another with a handshake, a hug, or a bow? Should you be prepared for lengthy trust-building small talk or be ready to get right down to business? Such guidelines can help you avoid making potentially embarrassing or offensive faux pas and reduce cultural barriers, and they may also improve the efficiency of your business negotiations. 2. Consider the individual. Everyone involved in your business negotiations will want to be viewed as a multifaceted individual. many forces other than culture influence our negotiating behavior, including personality, training, and experience. Focus on getting to know the other party as a unique individual, and put your cultural knowledge off to the side.
  • 8. 3. Build bridges across cultures. Rather than focusing on overcoming intercultural barriers, look for ways to bridge the two cultures represented in your business negotiations. That bridge-building involve finding commonalities that go beyond cultures, such as a shared experience, interest, or goal. 4. Consider the broader context. By seeing the negotiation through a wider lens, we can incorporate critical concerns and increase our odds of reaching a successful, lasting agreement. The interpersonal challenges of negotiating with someone from a different culture can lead us to overlook the broader context of our negotiations. 5. Take steps to reduce stress. To reduce stress in your cross-cultural business negotiations, by taking frequent breaks, ensuring you have enough time to negotiate, or enlisting a mutually trusted third party to help you resolve any differences or conflicts that arise during your talks. By doing so, you will reduce the pressures associated with cultural barriers and begin dealing with one another as negotiators.
  • 9. NEGOTIATIONEXERCISESTEP1: GETTINGREADY • Define the problem • List the stakeholders & Interests • List Alternatives • Choose Your BATNA(Best Alternative to a Negotiated Agreement) • Capture any Options
  • 10. NEGOTIATIONEXERCISESTEP2: GETTINGTOGETHER • Define the problem • List the stakeholders & Interests • Brainstorm Options • Evaluate • Move towards agreement
  • 11. Effective cross-cultural negotiation requires the ability to adapt communication styles to fit the cultural norms of the other party. This can include adjusting your language, tone, and style of communication to ensure that your message is effectively conveyed.