Britton-International Negotiation

Question 1

What are the 12 principles

Answer 1

Location x3
Don’t whine
show interest in History/ culture
study x3
relationships are critical
be patient
high context v Low context
language
individual v. collective decisions
currency
avoiding disputes
dispute resolution

Question 2

location x3

Answer 2

at home is better than away
face to face negotiations are better

Question 3

Don’t Whine

Answer 3

Worst thing to do is show up to a negotiation and whine about travel etc
educate yourself and get an interpreter

Question 4

show interest in history and culture

Answer 4

take time to learn before you go
don’t assume a common culture
establish rapport

Question 5

Study x3

Answer 5

use the internet
do this prior
no substitute for preparation

Question 6

relationships are critical

Answer 6

cultural differences matter
don’t assume a common culture

Question 7

Be patient

Answer 7

don’t expect quick results
don’t be in a rush
always have extra time available after

Question 8

High Text v Low Text

Answer 8

High- group decision is norm, respect demanded, won’t straight up say no
Low-parties openly say what is on mind, easy to comprehend what they mean; focus is on content of deal

Question 9

Language

Answer 9

translators help, always write out offers; don’t leave to trust; specify what you want

Question 10

Individual v. collective

Answer 10

Individual- for themselves; one person speaks
Collective- group decides; time for group to discuss

Question 11

Currency

Answer 11

Money fluctuates, use the market approach

Question 12

Avoiding disputes

Answer 12

Include important matters in the contract, use unbiased third party, have clear intentions in contract