卡倫國際企業(yè)管理第6版-(26)課件

13InternationalNegotiationand

Cross-CulturalCommunication13InternationalNegotiationanLearningObjectives(1of2)Understandthebasicsofverbalandnonverbalcommunicationthatmayinfluencecross-culturalmanagementandnegotiation.Describethebasicinternationalnegotiationprocessesfrompreparationtoclosingthedeal.Explainthebasictacticsofinternationalnegotiations.Recognizeandrespondto“dirtytricks”ininternationalnegotiations.LearningObjectives(1of2)ULearningObjectives(2of2)Knowthedifferencesbetweentheproblem-solvingandcompetitiveapproachestointernationalnegotiation.Identifythepersonalcharacteristicsofthesuccessfulinternationalnegotiator.LearningObjectives(2of2)KInternationalNegotiationInternationalNegotiation:theprocessofmakingbusinessdealsacrosscultures;itprecedesanymultinationalprojectWithoutsuccessfulnegotiationandtheaccompanyingcross-culturalcommunication,thereareseldomsuccessfulbusinesstransactions.Astheworldbecomesincreasinglyglobal,companieswillneedtobecomeadeptatsuchnegotiations.InternationalNegotiationInterTheBasicsofCross-CulturalCommunication(1of2)Successfulinternationalnegotiationrequiressuccessfulcross-culturalcommunication.Negotiatorsmustunderstandallcomponentsofculturallydifferentcommunicationstyles,bothverbalandnonverbal,including:SubtlegesturesofhandandfaceTheuseofsilenceWhatissaidornotsaidTheBasicsofCross-CulturalCTheBasicsofCross-CulturalCommunication(2of2)Mistakesoftengounnoticedbythecommunicator,buttheycandodamagetointernationalrelationshipsandnegotiations.AvoidattributionerrorsAttribution:theprocessbywhichweinterpretthemeaningofspokenwordsornonverbalexchangesTheBasicsofCross-CulturalCLanguageandCultureLanguageissoessentialtoculturethatmanyconsiderlinguisticgroupssynonymouswithculturalgroups.Whorfhypothesis:thetheorythatasociety’slanguagedeterminesthenatureofitscultureWordsprovidetheconceptsofunderstandingtheworld;languagestructuresthewaywethinkaboutit.Alllanguageshavelimitedsetsofwords.Restrictedwordsetsconstraintheabilitytoconceptualizetheworld.LanguageandCultureLanguagei

High-andLow-ContextLanguages

Low-contextLanguage:peoplestatethingsdirectlyandexplicitly,andyouneednotunderstandthecontext.Examples:MostnorthernEuropeanlanguagesincludingGerman,English,andtheScandinavianlanguagesHigh-contextLanguage:peoplestatethingsindirectlyandimplicitly.AsianandArabiclanguagesCommunicationsmayhavemultiplemeaningsdependingonthecontext

High-andLow-ContextLanguagExhibit13.1:

CountryDifferencesinHigh-ContextandLow-ContextCommunicationExhibit13.1:

CountryDiffere

BasicCommunicationStyles(1of2)

Otherculturaldifferencesincommunicationcaninfluencecross-culturalinteractions&negotiations.DirectCommunication:communicationthatasksquestions,statesopinions,comestothepointandlacksambiguityIndirectCommunication:peopleattempttostatetheiropinionsoraskquestionsbyimpliedmeaning,believingdirectcommunicationisimpolite

BasicCommunicationStyles(

BasicCommunicationStyles(2of2)

FormalCommunication:communicationthatacknowledgesrank,titles,andceremonyinprescribedsocialinteractionPeopleintheU.S.areamongtheleastformalincommunication,casuallyusingfirstnames,anddispensingwithtitles.Mostotherculturescommunicatewithmoreformality,especiallyinbusinesssettings,takingcaretoacknowledgerankandtitleswhenaddressingothers.

BasicCommunicationStyles(Exhibit13.2:

CulturalDifferencesin

CommunicationStylesExhibit13.2:

CulturalDifferNonverbalCommunicationNonverbalCommunicationmeanscommunicatingwithoutwords.Onemaycommunicatewithoutspeaking;peoplegesture,smile,hug,andengageinotherbehaviorsthatsupplementorenhancespokencommunication.Suchnonverbalcommunicationincludes:Kinesics,proxemics,haptics,oculesics,andolfacticsNonverbalCommunicationNonverbKinesicsKinesicsmeanscommunicationthroughbodymovements.Everycultureusesposture,facialexpressions,handgesturesandmovementtocommunicatenon-verbally.MostAsianculturesusebowingtoshowrespect.It’seasytomisinterpretthemeaningofbodymovementsinanotherculture.Thesafeststrategyistominimizetheiruse.KinesicsKinesicsmeanscommuniProxemicsProxemicsfocusesonhowpeopleusespacetocommunicate.Eachculturehasanappropriatedistanceforvariouslevelsofcommunication;violationsofspacemaybeuncomfortableorevenoffensive.Thepersonalbubbleofspacemayrangefrom9inchestoover20inches.NorthAmericansprefer20inches,whileLatinandMiddleEastculturespreferless.ProxemicsProxemicsfocusesonHapticsorTouchingHapticsortouchingiscommunicationthroughbodycontact,andisrelatedtoproxemics.Thetypeoftouchingdeemedappropriateisdeeplyrootedinculturalvalues.Generally:NotouchingculturesareJapan,U.S.,England,andmanyNorthernEuropeancountries;ModeratetouchingculturesareAustralia,China,Ireland,andIndia.TouchingculturesareLatinAmericancountries,ItalyandGreece.HapticsorTouchingHapticsorOculesicsOculesicsreferstocommunicationthrougheyecontactorgazing;thedegreeofcomfortwitheyecontactvarieswidely:U.S.andCanada:Peopleareverycomfortableandexpecteyecontacttobemaintainedforashortmomentduringconversations.ChinaandJapan:Eyecontactisconsideredveryrudeanddisrespectful;respectisshownbyavoidingeyecontact.OculesicsOculesicsreferstocOlfacticsOlfacticsistheuseofsmellsasmeansofnonverbalcommunication.U.S.andU.K:Theseculturesareuncomfortablewithbodyodors,andmayfinditoffensive.Arabsaremuchmoreacceptingofbodyodors,andconsiderthemnatural.Negotiatorsmustbeawareoftheseperspectivesandacceptandadapttothem.OlfacticsOlfacticsistheuseUsingInterpretersTheroleofanInterpreteristoprovideasimultaneoustranslationofaforeignlanguage.Thisrequiresgreaterlinguisticskillsthanspeakingalanguageortranslatingwrittendocuments.TheInterpretermusthavethetechnicalknowledgeandvocabularytodealwithtechnicaldetailscommoninbusinesstransactions.Evenifanegotiatorunderstandsbothlanguages,itsbesttohaveaninterpretertoensuretheaccuracyandcommonunderstandingofagreements.UsingInterpretersTheroleof

Tipsforthe

SuccessfulUseofInterpreters(1of2)

Spendtimewiththeinterpreter,sos/hegetstoknowyouraccentandgeneralapproachtoconversation.Goovertechnicalandotherissueswiththeinterpretertomakesuretheyareproperlyunderstood.Insistonfrequentinterruptionsfortranslationsratherthantranslationsattheendofstatements.Learnaboutappropriatecommunicationstylesandetiquettefromtheinterpreter.

Tipsforthe

SuccessfulUseTipsforthe

SuccessfulUseofInterpreters(2of2)Lookforfeedbackandcomprehensionbywatchingthelistener’seyes.Discussthemessagebeforehandwiththeinterpreterifitiscomplex.Requestthatyourinterpreterapologizeforyourinabilitytospeakinthelocallanguage.Confirmthroughaconcludingsessionwiththeinterpreterthatallkeycomponentsofthemessagehavebeenproperlycomprehended.Tipsforthe

SuccessfulUseoCommunicationwithNonnativeSpeakers(1of2)Usethemostcommonwordswiththeirmostcommonmeanings.Selectwordswithfewalternativemeanings.Strictlyfollowtherulesofgrammar.Speakwithclearbreaksbetweenwords.Avoidsportswordsorwordsborrowedfromliterature.Avoidwordsorexpressionsthatarepictures.Avoidslang.CommunicationwithNonnativeSCommunicationwithNonnativeSpeakers(1of2)Mimictheculturalflavorofthenonnativespeaker’slanguage.Summarize.Testyourcommunicationsuccess.Repeatbasicideasusingdifferentwordswhenyourcounterpartdoesnotunderstand.Confirmimportantaspectsinwriting.CommunicationwithNonnativeSInternationalNegotiationInternationalNegotiationismorecomplexthandomesticnegotiation.Differencesinnationalcultures,&political,legal,andeconomicsystemscanseparatebusinesspartners.Stepsininternationalnegotiation:Preparation,buildingtherelationship,exchanginginformation,firstoffer,persuasion,concessions,agreement,andpostagreement.InternationalNegotiationInterExhibit13.3:

StepsinInternationalNegotiationsExhibit13.3:

StepsinInternStep1:

PreparationDetermineifthenegotiationispossible.Knowexactlywhatyourcompanywants.Beawareofwhatcanbecompromised.Knowtheotherside.Sendtheproperteam.Understandtheagenda.Prepareforalongnegotiation.Step1:

PreparationDetermineCulturalDifferencesinNegotiatingProcesses(1of2)WhatistheNegotiationgoal-signingthecontractorformingarelationship?Shouldyouuseaformalorinformalpersonalcommunicationstyle?Shouldyouuseadirectorindirectcommunicationstyle?Issensitivitytotimeloworhigh?Whatformofagreement-specificorgeneral?CulturalDifferencesinNegotiCulturalDifferencesinNegotiatingProcesses(2of2)Whatistheteamorganization-ateamoroneleader?Whatistheattitudetowardsnegotiation-win-loseorwin-win?Whatistheappropriateemotionaldisplay-highorlowemotions?LatinAmericansandtheSpanishshowtheiremotionsthroughnegotiations.JapaneseandGermanstendtobemorereserved.CulturalDifferencesinNegotiExhibit13.4:

CulturalDifferencesin

PreferenceforBroadAgreementsExhibit13.4:

CulturalDifferExhibit13.5:

UnderstandingNegotiators

fromOtherCountriesExhibit13.5:

UnderstandingNStep2:

BuildingtheRelationshipAtthisstage,negotiatorsdonotfocusonthebusinessissues,butonsocialandinterpersonalmatters.Negotiationpartnersgettoknowoneanother.Theydevelopopinionsregardingthepersonalitiesofthenegotiators,includingwhethertheycanbetrusted.Theduration,importanceofthisstagevarybyculture.U.S.negotiatorsarenotoriousintheirattemptstogetdowntobusinessafterbriefsocializing.Step2:

BuildingtheRelationStep3:

ExchangingInformation

andtheFirstOfferPartiesexchangetask-relatedinformationontheirneedsfortheagreement,whichpertainstotheactualdetailsoftheproposedagreement.Typically,bothsidesmakeaformalpresentationofwhattheydesireoutoftherelationship.Then,bothsidesusuallypresenttheirfirstoffer,whichistheirfirstproposalofwhattheyexpectfromtheagreement.Step3:

ExchangingInformatioExhibit13.6:

InformationExchange

andFirst-OfferStrategiesExhibit13.6:

InformationExcStep4:

PersuasionInthepersuasionstage,eachsideinthenegotiationattemptstogettheothersidetoagreetoitsposition.Thisistheheartofthenegotiationprocess.Numeroustacticsareused,buttwogeneraltypes:Standardverbalandnonverbalnegotiationtactics,andSomedirtytricksStep4:

PersuasionInthepersVerbalandNonverbalNegotiationTactics(1of2)PromiseThreatRecommendationWarningRewardPunishmentVerbalandNonverbalNegotiatiVerbalandNonverbalNegotiationTactics(2of2)NormativeappealCommitmentSelfdisclosureQuestionCommandRefusalInterruptionVerbalandNonverbalNegotiatiExhibit13.7:

ComparisonofBrazilian,U.S.,

andJapaneseNegotiatorsExhibit13.7:

ComparisonofBDirtyTricksAllnegotiatorswanttogetthebestdealfortheircompany,andtheyusearangeoftacticstodothat.However,peoplefromdifferentculturesconsidersomenegotiatingtacticsdirtytricks:negotiationtacticsthatpressureopponentstoacceptunfairorundesirableagreementsorconcessions.Culturesdifferonthenormsandvaluesthatdetermineacceptablestrategiesfornegotiation;someexamplesfollow.DirtyTricksAllnegotiatorswaDirtyTricks

andPossibleResponses

Deliberatedeceptionorbluffing-Pointoutwhatyoubelieveishappening.Stalling–Don’trevealwhenyouplantoleave.Escalatingauthority-Clarifydecisionmakingauthority.Good-guy,bad-guyroutine–Don’tmakeanyconcessions.Youarewealthy,wearepoor–Ignoretheployandfocusonthemutualbenefitsofpotentialagreement.Oldfriends–Keepapsychologicaldistance.DirtyTricks

andPossibleResStep5

ConcessionsConcessionMakingrequiresthateachsiderelaxsomeofitsdemandstomeettheotherparty’sneeds.Stylesofconcessionmakingdifferamongcultures:Sequentialapproach:Eachsidereciprocatesconcessionsmadebytheotherside.CommoninNorthAmericaHolisticapproach:Eachsidemakesveryfew,ifany,concessionsuntiltheendofthenegotiationCommoninAsiaStep5

ConcessionsConcessionStep6:

AgreementSuccessfulnegotiationsresultintheFinalagreement:thesignedcontract,agreeabletoallsides.Theagreementmustbeconsistentwiththechosenlegalsystemorsystems.Thesafestcontractsarelegallybindinginthelegalsystemsofallthesigners.Mostimportant,peoplefromdifferentnationalandbusinessculturesmustunderstandthecontractinprinciple,andhaveatruecommitmentbeyondlegal.Step6:

AgreementSuccessfulneBasicNegotiatingStrategiesTherearetwobasicnegotiatingstrategies:CompetitiveNegotiation:Eachsidetriestogiveaslittleaspossibleandwinthemaximumforitsside.Seekswin-loseresolution;usesdirtytricks.Seldomleadstolong-termrelationshipsortrust.Problemsolving:Negotiatorsseekmutuallysatisfactorygroundbeneficialtobothparties.Searchforpossiblewin-winsituations;nodirtytricks.Buildslongtermrelationships;moresuccessfulstrategy.BasicNegotiatingStrategiesThExhibit13.8:

Competitiveand

Problem-SolvingNegotiationExhibit13.8:

CompetitiveandExhibit13.9:

CulturalDifferencesinPreferenceforaProblem-SolvingNegotiationStrategyExhibit13.9:

CulturalDifferStep7:

PostAgreementAcommonlyignoredstepbyU.S.negotiatorsisthepostagreementphase,whichconsistsofanevaluationofthesuccessofacompletednegotiation.Postagreementanalysiscanbebeneficialbecauseitallowsthegarneringofinsightsintothestrengthsandweaknessesoftheapproachusedduringnegotiation.Postagreementanalysiscanalsoenablemembersofthenegotiatingteamtodevelopacloserrelationshipwiththeircounterparts.Step7:

PostAgreementAcommoThe

SuccessfulInternationalNegotiator:

PersonalCharacteristicsToleranceofambiguityFlexibilityandcreativityHumorStaminaEmpathyCuriosityBilingualismThe

SuccessfulInternationalSummaryChapter13examinedthenegotiatingprocessandotherelementsofcross-culturalcommunication.Internationalnegotiationinvolvesseveralsteps,includingpreparation,buildingtherelationship,persuasion,makingconcessionsandreachingagreement.Successfulnegotiatorsprepareandunderstandthesestepsandadaptthemtolocalhostcountries.SummaryChapter13examinedthe13InternationalNegotiationand

Cross-CulturalCommunication13InternationalNegotiationanLearningObjectives(1of2)Understandthebasicsofverbalandnonverbalcommunicationthatmayinfluencecross-culturalmanagementandnegotiation.Describethebasicinternationalnegotiationprocessesfrompreparationtoclosingthedeal.Explainthebasictacticsofinternationalnegotiations.Recognizeandrespondto“dirtytricks”ininternationalnegotiations.LearningObjectives(1of2)ULearningObjectives(2of2)Knowthedifferencesbetweentheproblem-solvingandcompetitiveapproachestointernationalnegotiation.Identifythepersonalcharacteristicsofthesuccessfulinternationalnegotiator.LearningObjectives(2of2)KInternationalNegotiationInternationalNegotiation:theprocessofmakingbusinessdealsacrosscultures;itprecedesanymultinationalprojectWithoutsuccessfulnegotiationandtheaccompanyingcross-culturalcommunication,thereareseldomsuccessfulbusinesstransactions.Astheworldbecomesincreasinglyglobal,companieswillneedtobecomeadeptatsuchnegotiations.InternationalNegotiationInterTheBasicsofCross-CulturalCommunication(1of2)Successfulinternationalnegotiationrequiressuccessfulcross-culturalcommunication.Negotiatorsmustunderstandallcomponentsofculturallydifferentcommunicationstyles,bothverbalandnonverbal,including:SubtlegesturesofhandandfaceTheuseofsilenceWhatissaidornotsaidTheBasicsofCross-CulturalCTheBasicsofCross-CulturalCommunication(2of2)Mistakesoftengounnoticedbythecommunicator,buttheycandodamagetointernationalrelationshipsandnegotiations.AvoidattributionerrorsAttribution:theprocessbywhichweinterpretthemeaningofspokenwordsornonverbalexchangesTheBasicsofCross-CulturalCLanguageandCultureLanguageissoessentialtoculturethatmanyconsiderlinguisticgroupssynonymouswithculturalgroups.Whorfhypothesis:thetheorythatasociety’slanguagedeterminesthenatureofitscultureWordsprovidetheconceptsofunderstandingtheworld;languagestructuresthewaywethinkaboutit.Alllanguageshavelimitedsetsofwords.Restrictedwordsetsconstraintheabilitytoconceptualizetheworld.LanguageandCultureLanguagei

High-andLow-ContextLanguages

Low-contextLanguage:peoplestatethingsdirectlyandexplicitly,andyouneednotunderstandthecontext.Examples:MostnorthernEuropeanlanguagesincludingGerman,English,andtheScandinavianlanguagesHigh-contextLanguage:peoplestatethingsindirectlyandimplicitly.AsianandArabiclanguagesCommunicationsmayhavemultiplemeaningsdependingonthecontext

High-andLow-ContextLanguagExhibit13.1:

CountryDifferencesinHigh-ContextandLow-ContextCommunicationExhibit13.1:

CountryDiffere

BasicCommunicationStyles(1of2)

Otherculturaldifferencesincommunicationcaninfluencecross-culturalinteractions&negotiations.DirectCommunication:communicationthatasksquestions,statesopinions,comestothepointandlacksambiguityIndirectCommunication:peopleattempttostatetheiropinionsoraskquestionsbyimpliedmeaning,believingdirectcommunicationisimpolite

BasicCommunicationStyles(

BasicCommunicationStyles(2of2)

FormalCommunication:communicationthatacknowledgesrank,titles,andceremonyinprescribedsocialinteractionPeopleintheU.S.areamongtheleastformalincommunication,casuallyusingfirstnames,anddispensingwithtitles.Mostotherculturescommunicatewithmoreformality,especiallyinbusinesssettings,takingcaretoacknowledgerankandtitleswhenaddressingothers.

BasicCommunicationStyles(Exhibit13.2:

CulturalDifferencesin

CommunicationStylesExhibit13.2:

CulturalDifferNonverbalCommunicationNonverbalCommunicationmeanscommunicatingwithoutwords.Onemaycommunicatewithoutspeaking;peoplegesture,smile,hug,andengageinotherbehaviorsthatsupplementorenhancespokencommunication.Suchnonverbalcommunicationincludes:Kinesics,proxemics,haptics,oculesics,andolfacticsNonverbalCommunicationNonverbKinesicsKinesicsmeanscommunicationthroughbodymovements.Everycultureusesposture,facialexpressions,handgesturesandmovementtocommunicatenon-verbally.MostAsianculturesusebowingtoshowrespect.It’seasytomisinterpretthemeaningofbodymovementsinanotherculture.Thesafeststrategyistominimizetheiruse.KinesicsKinesicsmeanscommuniProxemicsProxemicsfocusesonhowpeopleusespacetocommunicate.Eachculturehasanappropriatedistanceforvariouslevelsofcommunication;violationsofspacemaybeuncomfortableorevenoffensive.Thepersonalbubbleofspacemayrangefrom9inchestoover20inches.NorthAmericansprefer20inches,whileLatinandMiddleEastculturespreferless.ProxemicsProxemicsfocusesonHapticsorTouchingHapticsortouchingiscommunicationthroughbodycontact,andisrelatedtoproxemics.Thetypeoftouchingdeemedappropriateisdeeplyrootedinculturalvalues.Generally:NotouchingculturesareJapan,U.S.,England,andmanyNorthernEuropeancountries;ModeratetouchingculturesareAustralia,China,Ireland,andIndia.TouchingculturesareLatinAmericancountries,ItalyandGreece.HapticsorTouchingHapticsorOculesicsOculesicsreferstocommunicationthrougheyecontactorgazing;thedegreeofcomfortwitheyecontactvarieswidely:U.S.andCanada:Peopleareverycomfortableandexpecteyecontacttobemaintainedforashortmomentduringconversations.ChinaandJapan:Eyecontactisconsideredveryrudeanddisrespectful;respectisshownbyavoidingeyecontact.OculesicsOculesicsreferstocOlfacticsOlfacticsistheuseofsmellsasmeansofnonverbalcommunication.U.S.andU.K:Theseculturesareuncomfortablewithbodyodors,andmayfinditoffensive.Arabsaremuchmoreacceptingofbodyodors,andconsiderthemnatural.Negotiatorsmustbeawareoftheseperspectivesandacceptandadapttothem.OlfacticsOlfacticsistheuseUsingInterpretersTheroleofanInterpreteristoprovideasimultaneoustranslationofaforeignlanguage.Thisrequiresgreaterlinguisticskillsthanspeakingalanguageortranslatingwrittendocuments.TheInterpretermusthavethetechnicalknowledgeandvocabularytodealwithtechnicaldetailscommoninbusinesstransactions.Evenifanegotiatorunderstandsbothlanguages,itsbesttohaveaninterpretertoensuretheaccuracyandcommonunderstandingofagreements.UsingInterpretersTheroleof

Tipsforthe

SuccessfulUseofInterpreters(1of2)

Spendtimewiththeinterpreter,sos/hegetstoknowyouraccentandgeneralapproachtoconversation.Goovertechnicalandotherissueswiththeinterpretertomakesuretheyareproperlyunderstood.Insistonfrequentinterruptionsfortranslationsratherthantranslationsattheendofstatements.Learnaboutappropriatecommunicationstylesandetiquettefromtheinterpreter.

Tipsforthe

SuccessfulUseTipsforthe

SuccessfulUseofInterpreters(2of2)Lookforfeedbackandcomprehensionbywatchingthelistener’seyes.Discussthemessagebeforehandwiththeinterpreterifitiscomplex.Requestthatyourinterpreterapologizeforyourinabilitytospeakinthelocallanguage.Confirmthroughaconcludingsessionwiththeinterpreterthatallkeycomponentsofthemessagehavebeenproperlycomprehended.Tipsforthe

SuccessfulUseoCommunicationwithNonnativeSpeakers(1of2)Usethemostcommonwordswiththeirmostcommonmeanings.Selectwordswithfewalternativemeanings.Strictlyfollowtherulesofgrammar.Speakwithclearbreaksbetweenwords.Avoidsportswordsorwordsborrowedfromliterature.Avoidwordsorexpressionsthatarepictures.Avoidslang.CommunicationwithNonnativeSCommunicationwithNonnativeSpeakers(1of2)Mimictheculturalflavorofthenonnativespeaker’slanguage.Summarize.Testyourcommunicationsuccess.Repeatbasicideasusingdifferentwordswhenyourcounterpartdoesnotunderstand.Confirmimportantaspectsinwriting.CommunicationwithNonnativeSInternationalNegotiationInternationalNegotiationismorecomplexthandomesticnegotiation.Differencesinnationalcultures,&political,legal,andeconomicsystemscanseparatebusinesspartners.Stepsininternationalnegotiation:Preparation,buildingtherelationship,exchanginginformation,firstoffer,persuasion,concessions,agreement,andpostagreement.InternationalNegotiationInterExhibit13.3:

StepsinInternationalNegotiationsExhibit13.3:

StepsinInternStep1:

PreparationDetermineifthenegotiationispossible.Knowexactlywhatyourcompanywants.Beawareofwhatcanbecompromised.Knowtheotherside.Sendtheproperteam.Understandtheagenda.Prepareforalongnegotiation.Step1:

PreparationDetermineCulturalDifferencesinNegotiatingProcesses(1of2)WhatistheNegotiationgoal-signingthecontractorformingarelationship?Shouldyouuseaformalorinformalpersonalcommunicationstyle?Shouldyouuseadirectorindirectcommunicationstyle?Issensitivitytotimeloworhigh?Whatformofagreement-specificorgeneral?CulturalDifferencesinNegotiCulturalDifferencesinNegotiatingProcesses(2of2)Whatistheteamorganization-ateamoroneleader?Whatistheattitudetowardsnegotiation-win-loseorwin-win?Whatistheappropriateemotionaldisplay-highorlowemotions?LatinAmericansandtheSpanishshowtheiremotionsthroughnegotiations.JapaneseandGermanstendtobemorereserved.CulturalDifferencesinNegotiExhibit13.4:

CulturalDifferencesin

PreferenceforBroadAgreementsExhibit13.4:

CulturalDifferExhibit13.5:

UnderstandingNegotiators

fromOtherCountriesExhibit13.5:

UnderstandingNStep2:

BuildingtheRelationshipAtthisstage,negotiatorsdonotfocusonthebusinessissues,butonsocialandinterpersonalmatters.Negotiationpartnersgettoknowoneanother.Theydevelopopinionsregardingthepersonalitiesofthenegotiators,includingwhethertheycanbetrusted.Theduration,importanceofthisstagevarybyculture.U.S.negotiatorsarenotoriousintheirattemptstogetdowntobusinessafterbriefsocializing.Step2:

BuildingtheRelationStep3:

ExchangingInformation

andtheFirstOfferPartiesexchangetask-relatedinformationontheirneedsfortheagreement,whichpertainstotheactualdetailsoftheproposedagreement.Typically,bothsidesmakeaformalpresentationofwhattheydesireoutoftherelationship.Then,bothsidesusuallypresenttheirfirstoffer,whichistheirfirstproposalofwhattheyexpectfromtheagreement.Step3:

ExchangingInformatioExhibit13.6:

InformationExchange

andFirst-OfferStrategiesExhibit13.6:

InformationExcStep4:

PersuasionInthepersuasionstage,eachsideinthenegotiationattemptstogettheothersidetoagreetoitsposition.Thisistheheartofthenegotiationprocess.Numeroustacticsareused,buttwogeneraltypes:Standardverbalandnonverbalnegotiationtactics,andSomedirtytricksStep4:

PersuasionInthepersVerbalandNonverbalNegotiationTactics(1of2)PromiseThreatRecommendationWarningRewardPunishmentVerbalandNonverbalNegotiatiVerbalandNonverbalNegotiationTa