Steps of the process and culture specifics ¨Definition – bargaining process between two or more parties with its own goals, needs, and views, to reach an agreement ¨ ¨Specifics - ¨Partners with different culture background ¨Language ¨Relationship building ¨Rules of negotiating typical for a culture ¨Body language ¨ ¨ ¨1 Preparation ¨2 Relationship building ¨3 Agreeing ¨4 Bidding ¨5 Bargaining ¨6 Concluding ¨ Výsledek obrázku pro negotiating international picture ¨Goals: What do you want to get out of the negotiation? ¨Alternatives: If you don’t reach agreement with him or her, what alternatives do you have? ¨The relationship: What is the history of the relationship? Will there be any hidden issues that may influence the negotiation? ¨Expected outcomes: What outcome will people be expecting from this negotiation? ¨The consequences: What are the consequences for you of winning or losing this negotiation? ¨Power: Who has power in the relationship? ¨ ¨Establishing good atmosphere ¨ ¨Keeping up conversation and showing interest ¨ ¨Different cultures – various emphasis ¨ on relationship building ¨ ¨ ¨ ¨Example: Middle Eastern countries x Finland (no small talks, relationship building afterwards in a restaurant or sauna) ¨ ¨Agreeing on objectives and procedure-mutually beneficial agreements ¨ ¨Different reactions – the Japanese and the Americans ¨ ¨Am. culture – most info in words ¨ ¨Jap. culture – unspoken ways, context, and silence ¨ ¨Using lead questions – listeners have time to prepare themselves ¨Could we move on to………..? ¨Checking understanding ¨Does that mean you need …........? ¨Example: buyers from different cultures ask about different things – ¨Germans – technical features ¨British – benefits to customers ¨ ¨Putting forward proposals – the main part of negotiation ¨We propose that …… ¨A better solution would be…… ¨It could be a good idea to …… ¨Alternatively, we could …… ¨Our proposal is to …… ¨ ¨Further offers connected to certain conditions ¨ ¨If you accepted, we could …… ¨We could fund st…, if there was …… ¨We would have no objection provided that the details were worked out together. ¨I am afraid we could not accept that. ¨ ¨Summarizing what has been said ¨ ¨I could summarize…… ¨As we agreed, you will…… ¨There are some outstanding points. ¨By our next meeting you will have to…… ¨Is there anything else you would like to add? ¨ ¨Handing over at the beginning – the Japanese – unfamiliar names, and the status and role in the team ¨ ¨In other cultures – more common to exchange business cards at the end of the meeting ¨ ¨Japan, China – special rituals ¨ ¨Avoiding traditional taboo topics – ¨ religion and politics ¨ ¨Posssible – information gathering questions – who, what, how? ¨ ¨Why? – may contain criticism ¨ ¨Example: How is your president elected? ¨ X Why is your president elected for a long term? ¨ ¨Coll. cultures – ¨ ¨group harmony – Japan, Indonesia, Portugal, Venezuela, focus on family ¨ ¨Ind. cultures – ¨ ¨individual performance and individual reward – the USA, Italy, GB ¨ ¨Polychronic c. – a high tolerance for interruptions – phones and people coming with questions, time is flexible – Spain, Italy, Greece ¨ ¨ ¨Monochronic c. – devote blocks of time to a certain task, low tolerance for interruptions, emphasis on schedules and deadlines– Britain, Germany, the USA ¨ ¨Giving gifts can be seen as a way of helping negotiation or it may be interpreted as corruption and bribery. ¨ ¨Gifts acceptable everywhere – company gifts – e.g.inscribed pens ¨ ¨Other gifts or services could lead to problems ¨ ¨Rituals – East Asia ¨ ¨ ¨Difficult situations ¨ ¨facilitating responses to questions that have been refused or ignored ¨ ¨better defining the interests and goals of each side to the other ¨ ¨ persuading partners ¨ ¨changing the manner of negotiating - all parties in one room or in separate rooms to continue negotiations ¨ ¨Quiet, patient and respectful. Modesty and self-control are valued. ¨To be strong is highly valued. ¨Face-saving is very important to preserve honour and dignity. ¨Interactions with the others are mostly unemotional. ¨Always ready to argue their point of view. Arguments are based on facts. ¨ ¨ ¨1.Compared to people from most other cultures, US Americans appreciate arguments based on: ¨A. emotion ¨B. logic and reasoning ¨C. statistics and empirical evidence ¨ ¨ ¨2.The concept of “losing face” – a person’s image or value in the eyes of other people – is important in China and this is why the Chinese ¨A. like to do business with small, unknown companies ¨B. don’t like to give business to friends or relatives because it creates a bad image ¨C. don’t say “no” directly, even if it’s really what they are trying to communicate ¨ ¨ ¨3 .Match the country with the percentage of women on Executive Boards of companies included in ¨US 21,1 (1st) ¨ ¨Greece 6.5 ? ¨Japan 3.8? ¨Norway 0.4? ¨4. Do not compliment an Arab’s personal possession because he or she might: ¨A. think you are envious ¨B. feel that you’re being condescending ¨C. feel obliged to offer it to you ¨D. consider it bad luck ¨ ¨5 .In Japan, it is considered bad manners to write on: ¨A. a napkin ¨B. someone’s business card ¨C. a printed meeting agenda ¨D. a newspaper ¨ ¨ ¨ ¨https://www.youtube.com/watch?v=1FeM6kp9Q80 https://culturalconflict.files.wordpress.com/2013/11/the_boss.jpg https://encrypted-tbn3.gstatic.com/images?q=tbn:ANd9GcSP7I1hI0mqr36RUcDZ_LeelrEW_2v4aI9l100KRn8tYyw QLsGI https://encrypted-tbn0.gstatic.com/images?q=tbn:ANd9GcSEy8qKpX2c1PbHAmoX2riZ_v0Ow6OuRw9eZYLU1ZR6NZc yviJe https://focusservices.files.wordpress.com/2012/09/images-3.jpeg Související obrázek