Professional Documents
Culture Documents
PowerPoint by Kristopher Blanchard North Central University & Dr Asma Abdullah (Malaysian Interculturalist)
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Negotiation
Managements ability to negotiate productively effects their ability to implement strategies 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
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Develop a profile of their counterparts They consider different variables during this process as well
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Managing Negotiation
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Managing Negotiation
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
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Managing Conflict
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Decision Making
Stages in the Rational Decision Making Model
Defining the problem Gathering and analyzing relevant data Considering alternative solutions Deciding on the best solution Implementing the decision
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Negotiations across Cultures Americans - linear, fact driven and numbers oriented - impatient and the contract is their central focus Asians - avoid conflict - express opinions indirectly and maintain a face of surface harmony when too direct can be seen as rude French - enjoy emphasising distinctions and differences - blunt and logical approach to conflicting points of views that can seem antagonistic to people from other cultures Middle Easterners and Latinos - passionate expression of differences - save face and preserve dignity Russians a great deal of posturing and theatrics
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Guidelines on Negotiation across Cultures Check whether they think like you Spend time on non-task sounding matters to establish personal relationships Know the differences between your opponents social, political and economic systems and yours Know how the above differences affect his thinking, authority and negotiating methods Know your opponents legal, technical and financial systems Know how the above will affect our choice of tactics Know the effects of ethical standards (right, wrong, reasonable) Know the importance of face saving
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Guidelines on Negotiation across Cultures Recognize the role of status Understand the role of government in the affairs of your opponent Identify the levels of approval Ask questions, but dont put pressure Ensure there is a suitable communication system with Head Office Identify the right leader for the situation Make sure when using an interpreter he is skilled in both languages and negotiation. Have a dummy run with him. Get him to translate gestures etc Avoid using jargon Confirm in writing and use words carefully to avoid ambiguity Use team approach by using experts Recognize differences in perceiving contractual differences and agreements Make concessions only after issues are discussed.
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Looking Ahead
Chapter 6 - Formulating Strategy
Reasons for going international Strategic Formulation Process Steps in Developing International and Global Strategies
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Stakeholders
Return
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Persuasion Tactics
Return
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