Negotiation Flashcards
Strategy and implementation
effective vs efficient
“do the right things right”
What is a rule based negotiation culture?
- primarily in western countries
- people trust systems, contracts, etc
- respect rules rather than human authority
What is a relationship negotiation culture?
- primarily found in Asian countries
- based on loyalty and obligations to people
- preference on building relationships rather than making deals
- bargaining acceptable for short term collaboration only
What are the two parts of a cross-cultural negotiation process?
- non task related interactions
- task related interactions
What are non task related interactions?
- status distinction
- impression formation accuracy
- interpersonal attraction
What are task related interactions?
- exchange of information
- persuasion and bargaining strategy
- concession making and agreement
- negotiation outcome
What is the British model of organization?
Village market with no decisive hierarchy, flexible rules and resolution of problems by negotiation
What is the German model of organization?
Well oiled machine where rules settle everything, so personal command is unnecessary
What is the French model of organization?
Pyramid hierarchy with united command issuing strong rules
What is the gap model in international negotiation?
- influence of national culture
- influence of organizational culture
What is the best way to manage knowledge?
Try to convert tacit knowledge into explicit knowledge, and move it from individual to group level
What are the types of organizational structure for global marketing activities?
- functional
- international division structure
- product divisional structure
- geographical structure
- regional management centers
- country based subsidiaries
- matrix structure
