A short presentation on personal experience in negotiations: some theory and case study (negotiations with a Romanian company representatives on Ambiente: The Show 2014 exhibition).

1. The Art of Negotiations:
Be a Fox

5. Negotiations are fixed-sum
 You need to be either soft or tough
 Good negotiators are born
 Life experience is a good teacher
 Good negotiators take risks
 Good negotiators rely on intuition


6. Commitment to reaching
a win-win deal
 Focusing on a long-term
relationship
 Adopting a cooperative
orientation
 Taking extra time to
negotiate

Perspective-talking
 Asking questions about
interests and priorities
 Providing information
about your interests and
priorities
 Unbundling issues
 Making ‘package-deals’


9. 
…it took 14 years of negotiations for the
1st McDonalds in Russia to be opened
More than 30 000 people served on first day
....compared to previous record of 9 100 people
 Big Mac cost 3,75 roubles
….which equals roughly price of 1 month bus pass


10. The Negotiating Environment
 Culture
 Ideology
 Foreign Organizations and
Bureaucracies
 Foreign Governments and Laws
 Moving Money
 Instability and Sudden Change


13. …needs, values, interests may differ dramatically.
Culture directs opinion and judgment!
It also affects our strategy of negotiation.

15.  Individualism
 Power
distance
 Uncertainty avoidance
 Masculinity
 Temporal perspective

16. 
https://www.youtube.com/watch?v=Fc7zZHpQLWw

17. 


Feeling like a victim
of stereotypes?
Use the stereotypes
as your weapon!
…no one expected
a student to show
deep understanding
of economics and
knowledge of
culture.

19. relationship driven culture
…at the same time very private


maintain a relatively formal approach in
communication

do not ask personal questions unless a
Romanian starts

be straightforward, but deliver information
in a sensitive way

20. 
avoid confrontational behaviour or highpressure sales tactics

decisions are only made by the most
senior member

remain flexible

21. React quickly
 Create an impression of progress
 Make an impression
 Verify deadlines
 Take notes
 Make sure you can express yourself
clearly
 Don’t take things personally


23. 
Ambiente (2014). Ambiente: The Show. [Online]
 Available at: https://www.youtube.com/watch?v=Fc7zZHpQLWw
 Accessed on: 23 Feb 2014

Business Today (2014) McDonald’s in Russia – Defeated
Communism with a “Happy” Meal. [Online]
 Available at: http://www.businesstoday-eg.com/case-studies/case-
studies/mcdonalds-in-russia-defeated-communism-with-a-happymeal.html
 Accessed on: 23 Feb 2014

Docstock.com (2011). The Culture Iceberg. [Online]
 Available at: http://www.docstoc.com/docs/85990913/The-Cultural-
Iceberg
 Accessed on: 23 Feb 2014

Fells R.E. (2010) Effective negotiation: from research to results.
Cambridge ; New York, NY : Cambridge University Press.

24. 
Frankfurt Messe (2014). Ambiente. [Online]
 Available at: http://www.ambiente.messefrankfurt.com
 Accessed on: 23 Feb 2014

Gelfand M. J. and Brett J. M. (2004) The handbook of
negotiation and culture. Stanford, Calif: Stanford Business
Books.

Kwitessential Ltd (2013) Doing Business in Romania.
[Online]
 Available at: http://www.kwintessential.co.uk/etiquette/doing-
business-romania.html
 Accessed on: 23 Feb 2014

Lewicki R.J. et al. (2003) Negotiation: readings, exercises,
and cases. London : McGraw-Hill/Irwin.

25. 
Machivelli N. (1532) Il Principe (The Prince). Oxford:
Oxford University Press (2005)

Petre L. and Constantinescu-Stefănel R. (2012)
Business negotiations between the Romanians and the
Japanese - a cross-cultural perspective. SYNERGY, 8 2/2012.

Salacuse J.S. (2003) The global negotiator: making,
managing, and mending deals around the world in the
twenty-first century / 1st ed.. New York, N.Y;
Basingstoke: Palgrave Macmillan.

Thompson L.L. (2012) The mind and heart of the
negotiator / 5th ed., International ed.. Boston, [Mass.];
London: Pearson.