Cross Cultutral Negoatations Flashcards
Define negotiations
Discussion by 2 or more parties to reach a mutually acceptable agreement
What is the role of negotiations by global managers
Manager must be adequately prepared for negotiations
They must have specific plans for strategies
What are 4 differences in negotiations
- General principles vs specific issues
- Amount and type of preparation
- Number of people present and their influence
- Task vs interpersonal relationship
What is the five stage proces of the negation process
Preparation
Relationship building
Exchange of task re;acted info
Persuasion
Concessions and agreement
Outline stage one of the negotiation process
Preparation
- understand language culture and environment of counter part
- develop profile of your counterpart
- find demands team composition and counterpart authority
- chose negotiation site
Outline stage two of the negotiation process
Get to know their contacts and build mutual trust.
Outline stage three of the negotiation process
Awareness of cultural differences.
- eg friends enjoy debate while the Chinese ask many questions
What is stage 4 of the negotiation process
- accept one position and give up some parts of the other
- dirty tricks - give wrong or distorted information
Describe stage 5 of the negotiation process
Concessions and agreement
- contracts
What are the characteristics of a successful negotiator
- Active listening
- No obnoxious comments such as were making you a generous offer
- Consider a wife range of options
- Less counter proposals
- Make twice as many comments about long term issues
What influence does culture have on decision making
Culture affects to the patterns people use to make decisions
Culture affects the decision makers perception of the situation
