Bài tập tiểu luận khoa Ngoại thương ĐHKT Đà Nẵng Group Assignment Negotiation culture in some Europe countries..............................................................................................................................................................................................................................................................................................
DANANG UNIVERSITY OF ECONOMICS Group Assignment Negotiation culture in some Europe countries Subject: Business English Submitted to: Truong Thi Phuong Trang Class: 42K01.1 Group: Group’s members: Vo Thi Diem Nguyen Hoai Phu Le Thi Hoai Thu Phan Thi Thanh Thuyen Danang, November 20, 2018 Negotiation culture in some Europe countries Group CONTENTS CONTENTS INTRODUCTION I Overview about Europe: II The steps in negotiation .7 Prepare Information Exchange: Bargain Conclude 10 Execute 10 III Negotiation in Europe 11 Pre-negotiating: 11 During the negotiation: 11 Post-negotiating: 11 IV Some tips for negotiating with some Europe countries: 12 England 12 France 14 Germany 15 CONCLUSION 17 REFERENCES .18 Negotiation culture in some Europe countries Group INTRODUCTION Negotiation is a method by which people settle differences It is a process by which compromise or agreement is reached while avoiding argument and dispute Research suggests that culture does have an effect on negotiation outcome The aspects of different culture affect the negotiation process: protocol, communication, time sensitivity, group or individual, nature of agreement, emotionalism… When negotiating with people from foreign nations or regions of great cultural differences, their cultural traditions should be observed Since the style and pattern of negotiating are influenced by cultural characteristics, the process and result of negotiating will also differ because of negotiators’ cognitive differences in interpreting each other’s interdependence and authority Cultural differences also show up in the preferred pacing of negotiations and in decision-making styles Depending upon cultures involved, promise breaking is tolerated, expected, or even desired Europe is a small continents but have many countries and large population So that culture in this continent is very diversity Negotiation styles in Europe is according to language spoken, region, nationality and numerous other contextual factors In this assignment, we look into the similar and different traits of negotiation culture in three countries of Europe: England, France and German and give some tips to have a good results in negotiation with European partners Our structure of report: Part I: Overview about the Europe Part II: Steps in negotiation Part III: Negotiation in some countries of Europe Part IV: Some tips for negotiating with some Europe countries Negotiation culture in some Europe countries I - Group Overview about Europe: Population : 741,4 millions Area: 22 121 228 km2 Europe is second small continent in term of area and the fourth continent in terms of population, after Asia, America and Africa - - European Union is the special feature of the Europe economy, EU brings the European countries closer together Europe has a special culture and diversity Throughout many changes, Europe still retains the classic and luxurious culture Europe is famous for its extensive architecture, we can see many bulky building when coming to Europe With a diverse and long-standing culture, Europe is known as the festival paradise with many festivals taking place every year, which attract tourists around the world The art also makes a deep impression A lot of famous painting still retain the value until now Such as: Mona Lisa - Leonardo da Vinci , Last Super- Leonardo da Vinci, The Scream – Edvard Munch,… Negotiation culture in some Europe countries Group Special architecture in Europe Mona Lisa Tomato throwing festival Negotiation culture in some Europe countries - - Group Street music is one of the special things in Europe Music is everywhere, on the streets, in subway stations, in parks, or in small eateries…Songs are played by anonymous artists, with a flip-flop hat, they can play music passionately all a long day This creates a beautiful character for the country and people of Europe Europe culture has many differences with Oriental culture, people often expressing frank and open-minded communication, which is very personal Because of their characteristics, European can be considered that they are hard to contact In the first time, we should make a good impression to maintain the negotiation in a comfortable atmosphere Clothes, time, what you want to say,… is something you must prepare clearly before coming to the appointment with European And, remember to announce to European partner if you can not come or your late arrival, because European not like being late or absence without notice In business, we should pay attention to our behavior so that we can reach the goal we want Negotiation culture in some Europe countries Group II The steps in negotiation There is no magic or mystery to negotiate or to what makes a master negotiator There are steps and practices that consistently work The model presented here identifies the five stages of any negotiation in a simplified framework that helps you to analyze, absorb and apply the Best Negotiating Practices This model was built from diverse client experiences at organizations around the globe since 1993 It is circular because it depicts the fluid movement of all negotiations Collaborative negotiations are an ongoing process, which build confidence, trust and strong relationships Prepare There is no good short cut to Preparation It is the first stage of any negotiation, though people often don't give it the time it warrants They often charge into the Information Exchange Stage, or even directly to Bargaining Negotiation culture in some Europe countries Group Preparation starts with determining if this is a potential collaborative situation so that you can select the better strategy Next you spend time researching information, analyzing data and leverage, and identifying interests and positions Finally, you have to consider the relationship you want to build Five Key Elements of Negotiation Preparation: - - - - - Initial points to consider Should I be negotiating? What I need to know Organize information Research covers Players and stakeholders The fact base Standards and benchmarks Analysis includes Re-organizing data forecast what will happen Assessing strengths and risks Identification of yours and theirs Interests Positions: Goals, Most Desired Outcomes, and Least Acceptable Agreements Best Alternatives to a Negotiated Agreement Concessions Know the relationship you want to build Plan to build trust Prepare for emotional reactions Develop Probes to discover "Don't knows" and test Assumptions Information Exchange: The Information Exchange Stage occurs when you begin to engage the other side, share information and explore options that address interests – what you each need, as opposed to positions – what you each ask for later in the Bargaining Stage We will discuss the difference between interests and positions and how critical they are to successful negotiations in depth later, but here is a brief example: Employee’s position: she has asked to be assigned to Project Beta Employee’s interest: to get promoted, she needs to succeed on a project of high visibility It is critical here to focus on building rapport and trust, without which neither party will feel comfortable sharing interests One way to build the relationship is to your "social homework" in this stage by finding out and showing interest in the other party's business culture, personality, outside interests and values Negotiation culture in some Europe countries Group Four Critical Assessments are made in the Exchange Stage: Trustworthiness – Are they honest and dependable? Competency – Are they credible and able? Likeability – Can you work well together? Alignment of Interests – Are your interests aligned with theirs? The master's tool in the Exchange stage is the Probe One definition of Probe: a technique employed to encourage the respondent to give a more detailed answer to a question and elaborate on his previous response Example: "Anything more?" “Why you think that is fair?” “How did you come up with that solution?” A Go/No-Go Decision Time in Exchange If your assessment in this stage of the negotiation process is negative, you make adjustments or implement your Best Alternative to a Negotiated Agreement (BATNA) If your assessment in this stage of the negotiation process is positive, you move forward With trust developed, you explore for creative solutions that address interests and see the potential to create real value Dive into Bargaining Now? You will be eager at this point to dive into the Bargaining Stage Pause to create one critical tool that will guide and protect you for the stages that follow That is the development of a joint agenda Bargain Bargaining is where the "give-and-take" happens If you think success means all take and no give, you won't capture real value You make and manage your concessions in bargaining When you give and take that which satisfies both parties' interests, you will build a lasting relationship and a fruitful outcome During the Bargaining Stage, you continue to create value, and with trades, finally capture value To be trusted, you must be genuine! There are two tools you will need from your negotiator's toolbox in the Bargaining Stage, the Probe and Creativity Bargaining is your "face-time" with the other person, even when you are not face-to-face Like all interpersonal relations, emotions can help or hinder progress Specific negotiator's tools and behavioral skills matter greatly here Finely tuned communication skills are critical at this juncture as you explore options to create value and execute trades to capture value You will be most successful when solutions satisfy everyone's needs Conclude Negotiation culture in some Europe countries Group Stage 4th is the point in the process when you reach agreement It is important to find out if the other side has the capacity to follow through with the things they said they would This is the time to put down in writing the common interests and produce a comprehensive summary of the agreement Sometimes you have to consider strategies here to lock-in a commitment Be sure to agree on next steps as well And never forget to thank the other party for their willingness to negotiate – even when no agreement is reached Execute Stage 5th is implementation of the agreement This stage may also be viewed as preparation for the next negotiation opportunity You must ensure that you follow through on promises made in order to strengthen the relationship and to build trust You will learn more in this stage about the other side This will lead to easier negotiations next time around And remember that during execution you are likely to apply the total negotiation process and BNPs to unexpected events, failures in performance and the inevitable changes 10 Negotiation culture in some Europe countries III Group Negotiation in Europe Pre-negotiating: - Prepare thoroughly for negotiations Never say "yes" to the first proposal Ask for more than what you hope to achieve Respond to each partner's suggestions Avoid confrontation Never ask for equal concessions Know how to put deadlock issues aside (deadlock is not a dead end) Always ask for a deal During the negotiation: - Never focus on only one problem In negotiations, not everyone has the same concern Price is not always the most important issue Do not be too greedy When the negotiations are over, give your partner a few small concessions For example, an add-on service is not important You need to understand your negotiating style and try to adapt to your partner Post-negotiating: - Put the partner in the context of acceptable negotiation results Always ask yourself: Is this a situation where both sides have won? Remember that you can negotiate with a lot people before but only the highest position person in the company has the power to make the final decision So, always keep faith and strictly follow what is signed in the contract 11 Negotiation culture in some Europe countries IV Group Some tips for negotiating with some Europe countries: England The British are straight but modest, reserved and manners in greetings, just say simple words and sentences They are very formal, polite and place great importance on proper protocol They appreciate privacy British negotiation behavior is characterized by the soft sell With strangers, the British tend to make small talk on fairly inconsequential topics like the weather, commenting on whether it is raining, or brilliant sunshine outside for example The traditional greeting among British managers is a light but firm handshake accompanied by a polite greeting They usually have a handshake with their partner and not kiss if you are not closed to them The status and the goal of negotiators are extremely important The British culture is relatively high context compared to the continental European culture which means tones of communication are important Europe colleague expect a prompt answer when they make a statement or a question During the negotiation process, it is necessary to keep in mind that British business professionals often approach their work in a detached and emotionless way They will tend to look for objective facts and solid evidence, so emotional persuasion techniques are usually a waste of time A good sense of humor plays an important role when negotiating in business British people often use sarcasm to tease their opponents or to express disagreement or disrespect When the British decide to get into a business partnership with you, they are usually frank and not hesitate to speak out their ideas They will not 12 Negotiation culture in some Europe countries Group hesitate to say "no" when deciding not to business with you, of course they will speak politely The British not like fussy discussions If the argument is at its peak, they usually apologize and go out Do make direct eye contact with your British business partner, but use some discretion so as not to stare and be considered impolite or rude Similarly, any facial expressions tend to be kept to a minimum, thus making it difficult to guess the thoughts and opinions of British negotiators This behavior is not suspicious or mistrustful; it is just the typical professional approach Aggressive selling techniques such as derogatory remarks about the competition, on the other hand, will probably have very little positive influence on your business partners and may actually be counterproductive It is important that action items are followed up and completed within the timescales agreed in order to maintain credibility and prove that the responsibility was well-placed Many executives will be impressed by a prompt follow up of actions agreed at the meeting It is perfectly acceptable to make a telephone call to the attendees of the meeting before the next meeting, to follow up on the progress of any action items or clarify any questions that may have arisen It is generally normal practice for managers to brief their teams on the outcomes of the meetings they have attended, unless these are subject to confidentiality The other area that can be followed up after a meeting is any learning that has emerged from the meeting Any items discussed that were not fully understood should be researched before any future meeting Some tips to make successful negotiation with British: - Clothes: formal outfits like vest and shirt but should not wear too colorful cravat - Time conscious: come on time or early than some minutes - Kissing, slapping back or hugging tightly are not encouraged - Have a light but firm handshake - It is not unusual to act on a first-name basis after the first introduction Leave a certain amount of distance between you and your partner when interacting - Make a small talk on fairly inconsequential topics - Make a full sentences with medium or low tone Not mention or make questions related to individual such as personal information, family, gender, social class Have strong, direct eye contact conveys confidence and sincerity Give a prompt answer A good sense of humor will be appreciated Have exactly and specified data which may help you in persuading your partner - 13 Negotiation culture in some Europe countries Group France Like the Japanese, the French believe they are unique, and really not expect that foreigners to France can adapt to all their standards So how we reach the French the most effective way ? Whether to follow the French customs to a certain degree, become active, creative and full of enthusiasm or keep the style of their work The French have a moderate attitude towards foreigners, neither too positive nor negative They are willing to business with you if you introduce quality products, but in general, they always show themselves superior So in order to have effective negotiation and negotiations with the French, you need to study your psychology as well as their strategies when entering into commercial transactions, with the following characteristics: Some tips to make successful negotiation with French - French people are very interested in perfumes and fashion, so they will appreciate you by dressing and using perfumes So men should wear dark suit, white shirt and tie; lady are suitable for dark office dresses or trousers, shirts and vest - In French, English is spoken a lot, but if you can speak French, people will adore you The pronoun "vous" is always used, so avoid the word "tu", unless required The word "bonjour" (good morning), the smile, the bow, the "merci" (thanks), the "bonne journée" (good day) seems to be available at their mouth - Use surname (instead of names) with a polite introduction, sitting in hierarchy 14 Negotiation culture in some Europe countries Group - Argue in a logical, in-depth analysis, and be ready to respond directly to the loose arguments of the partner The French never compromised during the negotiations, unless their arguments were weak - No quick bargaining is required because people believe that negotiation can not be effective with quick, so they often lengthen the negotiations and rarely make important decisions inside a meeting - France has an hot-tempered style of negotiation: frequently give command., usually interrupt opponent and often say “no” Germany Culture in the business of the German: As a country with a strong economy and rely heavily on trade and foreign trade, Germany is always considered to have a professional and effective business culture When you intend to business in Germany, understand German business culture is a necessary element to help you successfully cooperate with your partner The big difference in the business culture that entrepreneurs encounter is usually about business style, attitudes towards partnership development, punctuality, gifted customs Some tips to make successful negotiation with German: - - Clothes in the business of the German are formal but not sophisticated, flashy Men and women often wear black suits and very little accessories When working with Germans, not take off your jacket or remove the tie Greeting: in business, Germans greet in hierarchical order When we met, people who knew each other greeted first After that, the low ranking person will 15 Negotiation culture in some Europe countries - - - Group introduce the people who come along, then the higher level person introduces the people in his delegation After getting acquainted used to the new hand but gently note the gas hand to look straight at each other You should introduces your name together with your position Before negotiating with the German business, you need to prepare in all aspects, make many plans, set clear goals Germans are very cautious Speaking straight to the main point: the Germans tend to go directly to the problem and they expect the partner will the same thing So your presentation should be detailed, clear and go straight to the main issue Keep the reasonable distance: avoid clapping shoulder, arm or too close contact with partner except handshake (keep the distance about meter) No personal talk: Do not share personal stories with your partner, German colleague Do not talk about family or political or religious views on a date with a partner or even a co-worker Note: Absolutely never discuss your income because the Germans have different incomes Do not pay bribes: Germany reached 79/100 points against corruption and the corruption index was 13/176 16 Negotiation culture in some Europe countries Group CONCLUSION To sum up, culture of negotiation in Europe depends on characteristics of people and regions where they live Europeans prefer to address each issue individually, and build on safe ground from a more comprehensive opening proposal In much of Europe, business is contractual in nature European partners often feel confident, have a positive attitude towards equality and not emphasize on social status The way they approach and solve problems is even more straightforward They know how to listen and understand what their partners need, what they want from them At work, European partners are often open and straight to the point They attach great importance to their work performance and results rather than the process They often have the sense of preserving personal life, so we should not make questions about private life In particular, when working with European partners, the negotiation process is very important They are flexible in communication and not mind asking simple questions As you can see, negotiating with international business people is challenging Before entering the meeting, find out more information about your opponents Study their negotiation style, understand it, and use it to win the deal or have a good result 17 Negotiation culture in some Europe countries Group REFERENCES European and Korean cultural differences in negotiation: (https://slideplayer.com/slide/10796999/) Business culture in France: (https://businessculture.org/western-europe/business-culture-in-france/meeting-etiquettein-france/) Business culture in Germany: (https://businessculture.org/western-europe/business-culture-in-germany/) Business culture in the UK: (https://businessculture.org/northern-europe/uk-business-culture/) Culture of Europe: (https://en.wikipedia.org/wiki/Culture_of_Europe) 18 ... II: Steps in negotiation Part III: Negotiation in some countries of Europe Part IV: Some tips for negotiating with some Europe countries Negotiation culture in some Europe countries I - Group Overview... (https://businessculture.org/western -europe/ business -culture- in- france/meeting-etiquettein-france/) Business culture in Germany: (https://businessculture.org/western -europe/ business -culture- in- germany/)... architecture in Europe Mona Lisa Tomato throwing festival Negotiation culture in some Europe countries - - Group Street music is one of the special things in Europe Music is everywhere, on the streets, in