Chapter 10: Taking Negotiation Talents Global docx

Taking Negotiation Talents Global Chapter 10 Outline  Importance of Culture  Global Mind-Set  Establishing Trust  Collectivism vs. Individualism  Cultural Dimensions  Importance of Manners – Etiquette  Role of Emotion  Familiarity of Culture  Rules for Cross-Cultural Negotiation Importance of Culture  Patterns of personality exist for groups sharing a common culture  During socialization, individuals pick-up knowledge, ideas, values, beliefs, phobias, and anxieties of their society  Most cultural norms are absorbed subconsciously  Cross-cultural negotiations require extensive intelligence gathering and flexibility Global Mind-Set  Importance of Patience • Cross-cultural agreements typically take longer • Time may not be linear – but polychronic or circular with no beginning nor end  Identify types of strategies or tactics that may be utilized in various cultures Establishing Trust Negotiation Processes Nontask Sounding (rapport) Task-related Information Exchange Persuasion, compromise Concession & Agreement Collectivist vs. Individualist  Collectivism – group solidarity, loyalty and interdependence among members (e.g. Asian & Latin American cultures)  Individualism – independence is valued along with attention to detail and control (e.g. US, UK) Cultural Dimensions  Cultural dimensions may impinge on the decision processes of negotiators • Masculinity-femininity • Uncertainty avoidance • Power distance • Individualism Masculinity - Femininity  Masculine cultures value assertiveness, independence, task orientation and self- achievement  Feminine cultures value cooperation, nurturing, relationships and quality of life  More masculine cultures (e.g. Japan, Latin America, Austria) may pursue a win-lose negotiating approach Uncertainty Avoidance  Level of discomfort felt in the face of risk and ambiguous, uncertain situations  Cultures who are comfortable with risk require less information, have fewer people involved in decision making and act more quickly (e.g. US) Power Distance  Acceptance of authority differences among people • High power distance cultures are status conscious and respectful of age and seniority  Lower power-distance orientations greater tendency to make decisions in a consultative style [...]... themselves  Collectivist cultures value saving face, protecting their groups Importance of Manners - Etiquette  Engage in intelligence gathering to uncover the required or expected etiquette of your negotiation counterpart as dictated by social norms or culture • Gift giving • Presenting business cards • Learn phrases or words in their language Role of Emotion  Emotional states affect how we interpret... familiarity – negotiator can unilaterally adopt the other side’s culture (do as the Roman’s do) • Transcend cultural boundaries • Act more as individuals • Create effect symphony Rules for Cross-Cultural Negotiation  Gather intelligence – learn as much as possible  Prepare for differences about time, punctuality, and logical process  Relationships are important  Don’t seek compromise as the answer... with them  Establish credibility but do not boast  Be patient  Prepare, prepare, prepare  If misunderstandings occur, slow down Seek to find common ground and utilize framing  Utilize the various negotiation strategies to achieve win-win outcomes . Taking Negotiation Talents Global Chapter 10 Outline  Importance of Culture  Global Mind-Set  Establishing Trust  Collectivism vs cultural norms are absorbed subconsciously  Cross-cultural negotiations require extensive intelligence gathering and flexibility Global Mind-Set  Importance of Patience • Cross-cultural agreements. Dimensions  Importance of Manners – Etiquette  Role of Emotion  Familiarity of Culture  Rules for Cross-Cultural Negotiation Importance of Culture  Patterns of personality exist for groups sharing a common