What is cross-cultural negotiation?
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.
Cross-cultural negotiation refers to the process of negotiating between parties from different cultural backgrounds. It introduces an entire dimension to any negotiation, including language barriers, differences in body language and dress, and alternative ways of expressing pleasure or displeasure with the elements of a deal
Cross-cultural negotiation refers to the process of negotiating between parties from different cultural backgrounds. It introduces an entire dimension to any negotiation, including language barriers, differences in body language and dress, and alternative ways of expressing pleasure or displeasure with the elements of a deal
Dispute resolution & Grievance HandlingGheethu Joy
This presentation includes notes collected from various sources from internet during my study journey with regard to the topic Dispute resolution & Grievance Handling
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
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
document consist of the following:
NEGOTIATION process, OTHER NEGOTIATION STYLES, APPROACHES TO NEGOTIATION, PRINCIPLES OF NEGOTIATION, SKILLS REQUIRED FOR NEGOTIATION, Role of Emotions in Negotiation, NEGOTIABLE INSTRUMENT and NON NEGOTIABLE INSTRUMENT
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Training Slides of Negotiation & Conflict Management in Organization, discussing the importance of Negotiation Skills.
Some Key-Points:
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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.
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.