Chapter 5 Flashcards
Negotiation
the process by which two or more parties meet to try to reach an agreement
regarding conflicting interests.
Stages of the negotiation process:
Preparation, relationship building, exchange of task-
related information, persuasion (hard bargaining begins), concessions & agreement. Cultural norms determine the order of the negotiation process stages
Relationship building
the continual process of getting to know one’s contacts in a host
country which could include social events, tours, ceremonies, and information
conversation. The primary purpose is to build trust
Variables in cross-cultural negotiation
bases of trust, value and uses of time, risk-taking propensity, high/low context, individualism/collectivism, instrumental/expressive conflict handling.
Exchange of task-related information
stage of negotiation is straightforward, objective,
efficient, and direct to Americans while the Chinese would be more likely to ask many questions of their counterparts, delve specifically and repeatedly into the details at hand,
and provide only vague and ambiguous material during a presentation.
Rough tactic
an example in negotiations would be uncomfortable room temperatures
Dirty trick
an example in the American culture would be deliberately distorting facts.
Software of negotiation
the nature and the appearance of the relationship between the
people pursuing common goals in a negotiation.
Role reversal
helps to understand the perspectives of both sides and to prepare for
meeting effectively.
Nontask sounding
general, polite conversation and informal communication before meetings so that people can get to know one another.
Posturing
as a bridge to the more formal stages of negotiations, such relationship
building is followed by posturing or general discussion that sets the tone for the meetings.
This phase should result in a spirit of cooperation and use words such as respect and
mutual benefit rather than language that suggests arrogance, superiority, or urgency.
Projective Cognitive Similarity
assuming that other cultures will negotiate the same way.
Backdoor approach- Houmani
in the Far East, details are often worked out ahead of time
using this approach.
Nonverbal behavior
subtle, complex behavior that makes cross-cultural negotiations
challenging
Extreme positions
US Research indicates that during the final stage of negotiations, extreme positions are best. This involves careful timing of the disclosure of information
and concessions.
Japanese
tend to view formal contracts as insulting and wasteful and prefer to make agreements bases on trust and understanding. They tend to be clam and patient (hiding
emotions) and negotiators accustomed to long, detailed sessions
Chinese
ingrained politeness and emotional restraint. Two major areas of conflict
reported in dealing with the Chinese include their apparent insincerity about reaching an agreement and the amount of details desired about product characteristics. The Chinese may suggest that Americans are reneging on their friendship as a tactic. Long term relationship building is extremely important. Age and experience are highly valued in China
Latin Americans and North Americans
tend to be argumentative when they think they are
right.