Adressing Cross-Cultural Differences/ Ethics

Question 1

Negotiation Ethics

Answer 1

• It’s a Game -> Poker School
• Do the right thing even if it hurts -> Idealist School
• What goes around comes around -> Pragmatist School

Question 2

Negotiation Jiujitsu

Answer 2

• Maintain your standards (Reputation, Self-respect, Right to protest conduct)
• Tell the truth slowly
• Instead of lying tell the truth about something else
• Rely on relationships
• Insist on fairness

Question 3

Negotiation Jiujitsu be wary of

Answer 3

• Lowballing
• Phony issues
• Fake authority ploys
• Lies about alternatives
• Overcommitment and consistency traps
• Good guy bad guy
• Reciprocity ploys
• The last nibble

Question 4

Two negotiation cultures

Answer 4

• Win-Lose = Beat the other side using power and threats

- Win-Win = Work with others to get as much for myself as I can cooperate cautiously (Be positive, not naïve)