...May 2008 Supervisor: Papadopoulou Iris Papayiannidou Patroula Stampoulis Vaggelis Papanikolaou Athanasios Αρ.Μητρ.:283/07 Αρ.Μητρ.:168/07 Αρ.Μητρ.:256/07 plan Interpreting the body language, acquiring vital benefits and advantages, in order to succeed in negotiations Following the right negotiation methods and having the proper negotiation skills, we can accomplish and gain our demands Interpretation of the moves of body parts Interpretation of the way we are sitting and handling the area around us Following the basic negotiation steps Having some necessary negotiation skills st 1 Part Vital benefits and advantages We should be able to recognize the co-negotiator’s strategy. explain the co-negotiator’s emotions. understand the co-negotiator’s power limits. Accomplish and gain our demands Following the right negotiation methods and having the proper negotiation skills: we follow our strategy and our schedule. we continuously adjust our aims. we lead the negotiation process. Part moves of body parts How to Locate the Honesty give either the one or both of our palms to the other person putting our palms in our pocket or we will hide them behind our crossed arms How Infects Domination and Control our palm is facing the ground The Submission Handshaking our palm is facing the sky How to Create Equality both of the palms are in vertical position How to Create Sympathy both our and...
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...Global Business Languages Volume 2 Cultures and Cross-Cultural Awareness in the Professions 5-21-2010 Article 4 Business Negotiations between the Americans and the Japanese Yumi Adachi Weber State University Follow this and additional works at: http://docs.lib.purdue.edu/gbl Recommended Citation Adachi, Yumi (1997) "Business Negotiations between the Americans and the Japanese," Global Business Languages: Vol. 2, Article 4. Available at: http://docs.lib.purdue.edu/gbl/vol2/iss1/4 Copyright © 2010 by Purdue Research Foundation. Global Business Languages is produced by Purdue CIBER. http://docs.lib.purdue.edu/gbl Yumi Adachi Weber State University BUSINESS NEGOTIATIONS BETWEEN THE AMERICANS AND THE JAPANESE INTRODUCTION Culture in the business world is not the same as general culture.1 Even native speakers of the language learn business manners and practices, and cooperative culture when they actually engage in a real life setting. It is not sufficient in business for foreigners to understand only the general culture of the target language, since culture and language cannot be separated (King), yet language study by itself is inadequate. Language is constructed with a strong influence exerted by the culture. Indeed, when studying language, it is incumbent upon us to study the culture of the target language (Bloch). Even though culture cannot explain everything (Fallows), and the business world shares a common ground regardless of culture (Bloch), fundamental features of the...
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...Introduction to Negotiation? Let us start this amazing journey of negotiation with a quote by Sir John. F. Kennedy, “'Let us never negotiate out of fear. But let us never fear to negotiate.” John F. Kennedy By definition, negotiation is an exercise in communication and language where an attempt is made to create mutual understanding as previously the two parties have been in conflicting understandings. It is also a series of episodes, where you consider your counterpart as collaborator or partner on the basis of trust and fruitful and ongoing negotiations. What matters the most is how the game is played rather than who is the winner. Definition 2: The most important thing about negotiations is that it’s all about communications. It is a dialogue where each person explains his or her viewpoints and in return listens to what the other person thinks of his or her viewpoints. During this process, opinions are exchanged, concessions are explored and proposals are made. The end of the negotiation process should create value for both the parties. Key to this is establishing credibility from the outset if the negotiations are to progress smoothly. What is negotiation? Corporations have to negotiate in numerous areas of organizational battle. Negotiation is an open development for two parties to find a suitable solution to a problematical conflict. There are five steps to the negotiation process. There are five steps to the negotiation process, which are: 1. Preparation...
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...Buses Controversy Word Count: 839 No. of Pages: 10 Submission Date – 27 May 2015 Table of Contents Introduction 3 Planning Approach 4 Lessons Learnt 5 Conclusion 6 Sources Used During the Negotiations 7 Appendix 9 Negotiation Team Roles: 9 Introduction The Mosquito Mums is an advocacy group that is petitioning the Government of Western Australia on legislative amendments affecting the safety and security of children in school buses. The group is represented by six members who each played a different role in the simulation exercise over the six day period - Lead Negotiator and Spokesperson, Critic, Relater, Expert, Recorder, Builder, and Observer (See Appendix for role descriptions). Initially, the Mosquito Mums conducted research into the case and did a thorough literature review in order to obtain all of the necessary facts. This enabled us to plan our approach and craft an effective strategy for the negotiations. During each stage, the team collaborated with scripting the draft responses, which were then presented by the appointed spokesperson. In the end, our opponent accepted to our proposals in the spirit of goodwill that was targeted towards the common interest, the safety of children. Planning Approach In preparing for the negotiations, our approach was to first discuss and analyze the Case Study to identify the interests of both the Mosquito Mums and the Western Australian Government. The next step taken was to reach consensus on whether...
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...office for handling every day negotiations with colleagues, staff and outsiders? Does your profession allow you to be accessible and friendly or inaccessible and remote? Does your office layout reflect this? If so, say it out. Can the proxemics power of your office be adjusted? How? OFFICE FAN FILING CABINET COLLEAGUE’S DESK COLLEAGUE’S DESK SLIDING WINDOWS SLIDING WINDOWS CHAIR CHAIR WI-FI TABLE DOOR MY DESK PHONES COMPUTER TABLE CHAIR The above diagram is an illustration of our office at my work place and there is no privacy because the office is an open space. The nature of the work that we do requires constant interaction amongst the officers and officers from other offices. Our office harbours all the records of the organisation which are used in executing day to day duties, our contact with other officers from other departments is very frequent throughout the day upto closing time which is at 1630 hours. There is need for direct and constant negotiations. Negotiation is an exchange of meaning with the intention to get what you want. It can also be defned as the interaction between two parts , individuals or groups with the sole aim of solving conflicts or problems. This interaction can be friendly to intense haggling or bargaining. When negotiationone aims at attaining a compromise. Negotiation is an activity that influences another person. McCormack (1995) define negotiation as the process of getting the...
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...Should Follow During a Negotiation "A negotiation is an interactive communication process that may take place whenever we want something from someone else, or another person wants something from us” (Shell, p. 6). In order to have a successful negotiation, there are some guidelines that should be followed in the negotiation of the procurement of the Corporate Transfer Services (CTS). These guidelines include, but are not limited to, setting mutual guidelines and ground rules, ensuring all involved parties are aware of the negotiation process, ensuring all involved parties agree upon a safe, neutral location, free from outside disturbances to hold the negotiation, ensuring every involved party has presented all of their issues, interests, their position (where they stand on the issues) and their intention, ensuring all involved parties provide alternative solutions to the issues at hand and ensuring that a neutral party is taking notes or meeting minutes. Some critical things to remember in any negotiation are to avoid the appearance of being uninformed or overly aggressive and to be careful not to over-negotiate. It’s very important to know when to cut off the discussion. In addition, integrative bargaining should be used, if at all possible, to determine if there is a way for all involved parties to maximize their interests, instead of making a simple 50/50 split. Be sure to separate the issues from the people, regardless of the style of negotiation that each party chooses...
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...What went wrong with the negotiations between econ and Nagaoka This negotiation is regarded as an international business negotiations and as such it should follow some basic steps identified. These stages include Nontask sounding, Task related exchange of information, persuasion and Agreement. On a general note this the negotiation did not follow these stages as such there was a problem in reaching an agreement. On specific reasons why this negation fail would be, Language barrier- there is a major language barrier between the two categories of participant. while Econ group uses English as their major language, Nagaoka uses Japanese as their own language. Even though there is an interpreter that could help translate both language to one another, there is still a problem of understanding what is interpreted. Words in English could mean a different thing in Japanese when it is interpreted. So understanding the translated word is a major problem for the Japanese and that hinders the two company reaching an agreement. Another problem encountered in this negotiations is the difference in culture. While Econ is a USA company that is cultured with fastness and getting approval immediately from their clients, Nagaoka is a Chinese company that is more relaxed in their negotiations. Japanese companies prefer to consult with their stakeholders before making decision and that is different in USA. So cultural differences played out when peter tried to get Washami response as regards discounts...
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... Hearing impairment b. Physical conditions c. Prejudices d. All of the above ANSWER: d. All of the above 3. Which presentation tend to make you speak more quickly than usual: a. Electronic b. Oral c. Both ‘a’ and ‘b’ N d. None of the above ANSWER: b. Oral 4. What is the main function of Business Communication: a. Sincerity b. Positive language c. Persuasion d. Ethical standard ANSWER: c. Persuasion 5. The responsibilities of the office manager in a firm that produces electronics spares is: a. Everything in the office runs efficiently b. Furniture and other equipment in the office is adequate c. Processing all the incoming official mail and responding to some d. All of the above ANSWER: d. All of the above 6. Labov’s Storytelling Model based on: a. Communication through speech b. Language learning c. Group Discussions d. None of the above ANSWER: a. Communication through speech 7. Diagonal Communication is basically the: a. Communication across boundaries b. Communication between the CEO and the managers c. Communication through body language d. Communication within a department ANSWER: b. Communication between the CEO and the managers 8. How to make Oral Communication Effective? a. By Clarity b. By Brevity c. By Right words d. All of the above ANSWER: d. All of the above 9. Direct Eye contact of more than 10 seconds can create: a. Discomfort & Anxiety b. Emotional relationship...
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...positioned. How versatile is your office for handling every day negotiations with colleagues, staff and outsiders? Does your profession allow you to be accessible and friendly or inaccessible and remote? Does your office layout reflect this? If so, say it out. Can the proxemics power of your office be adjusted? How? The above diagram is an illustration of our office at my work place and there is no privacy because the office is an open space. The nature of the work that we do requires constant interaction amongst the officers and officers from other offices. Our office harbours all the records of the organisation which are used in executing day to day duties, our contact with other officers from other departments is very frequent throughout the day upto closing time which is at 1630 hours. There is need for direct and constant negotiations. Negotiation is an exchange of meaning with the intention to get what you want. It can also be defned as the interaction between two parts , individuals or groups with the sole aim of solving conflicts or problems. This interaction can be friendly to intense haggling or bargaining. When negotiationone aims at attaining a compromise. Negotiation is an activity that influences another person. McCormack (1995) define negotiation as the process of getting the best terms once the other side starts to act on their interest. In other words, negotiation is a process to get what is wanted. It is a process that leads...
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...in the Middle East. He does not know neither its language nor its culture. When he gets off the train he finds an elderly man who removes his hat and says an expression in his native language. At first, the traveler does not correspond to the gesture and assumes it is a greeting. As he is heading to his hotel he runs into people along the way who repeat the same expression and he always answers back with a friendly smile and a very gentle gesture with his hat. Eventually, he arrives at the hotel and sees the receptionist is very upset because he has just hurt his finger. To his surprise, the man in pain is expressing his discomfort by using the same words the traveler had assumed to be polite. 2) What is the connection between the story, negotiation of meanings and communicative competence? The main connection between these aspects is the fact that the story depicts the perfect example of what happens when there is no communicative competence, misinterpretation of intercultural context meanings and lack of negotiation. The connection among these three issues is pivotal on the one hand to consider as stated by Safriyani, R. (2009) “communicative competence is the ability to interact well with others. Communication takes place in an infinite variety of situations, and success in a particular role depends on one’s understanding of the context and on prior experiences of a similar kind.” On the other hand, negotiation of meanings helps people develop interlanguage capabilities...
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...Communications and Personalities in Negotiations For a very long time, negotiations have been widely used for a variety of situations. The situations can be personal, or professional, in nature. In order to better comprehend the concept of negotiation, the roles of communication and personality must be properly analyzed. In addition, another part of the analysis must also include how these roles contribute, or detract, from the negotiation. In this discussion, the purpose will be to take a recent negotiation that has been witnessed recently, analyze how communication and personality played their roles during the negotiation, and what helped to contribute or detract during the negotiation. Negotiations are best defined as the bargaining process between two or more parties who are seeking to find a common ground to either reach an agreement or settle a matter of mutual concern or resolve a conflict (businessdictionary.com). The ultimate result of any negotiation is to get a win-win situation. The win-win situation occurs when all parties in the negotiation benefit through cooperation. During this process, the other key concepts of the negotiation are used as well. These concepts include managing interdependence, mutually adjusting to each other, creating value, and managing conflicts. Although these concepts are essential to any negotiation, communication and personality roles within the negotiation rise to the forefront as these are used to analyze different non-verbal...
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...The Art of Negotiation Goals & Objectives: To list examples that require successful negotiating skills in your personal and professional life To explain the elements of successful negotiation To describe the barriers to successful negotiation Outline: Elements of Successful Negotiation Preparation Preparation Goals Preparation Limits Communication Skills Active Listening Clarity Body Language Emotional Control Final Negotiations – Closing the Deal Final Tips Traits of a Great Negotiator Successful Techniques Unsuccessful Techniques Summary The Art of Negotiation Objectives: Successful negotiation is an art form that comes naturally to some, but must be learned by most. This module will discuss skills necessary to successfully negotiate goals and objectives in your personal and professional life. Skills will be broken down into specific elements that may enhance or impede any outcome. Introduction If we poll an audience and ask them for the first thought that comes to mind when they think of the term ‘negotiation’, the most often responses will include labor, contract or political negotiations. Yet negotiations play a major role in all aspects of our professional and personal lives.1 In the workplace we negotiate with our patients and their families and friends to obtain their full consent and cooperation. We negotiate with our peers, managers, physician staff and other healthcare workers, state and federal regulators and the list goes...
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...Differences in International Business Negotiations Nonverbal Behaviours Cultural Differences in International Business Negotiations Globalization embraces the free-market system which is driven by policies to allow the integration of markets in the global economy. By reducing trade barriers, it has promoted free trade - encouraging competition to spread globally. As a consequence, the global environment of business has become exceedingly challenging as the number of corporations competing in the world marketplace rise. The unprecedented growth of international business has become increasingly dependent on effective face-to-face negotiations between business partners from different countries which often have unique cultural nuances. Culture influences how people think, communicate and behave, which ultimately affects the way they negotiate. For example, many countries which utilize northern European, German, English, and Scandinavian languages are categorized as low context cultures, and rely on spoken words in order to communicate. Conversely, high context cultures, often pertaining to Asian and Arabic languages, are heavily dependent on nonverbal and situational cues. These differences in culture can lead to misunderstandings during international business negotiations, so it is imperative that all members involved are familiar and sensitive to the culture of the other party. A key component of successful international negotiation is effective cross-cultural communication...
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...Negotiation I. Introduction Negotiation is a skill used throughout life from infancy to adulthood. But a lot of factors and tactics are involved within it and even though negotiating may be something we do naturally and daily, doing it well can be a competitive advantage. I suggest that this is particularly true in the global economy involving international negotiations that include various cultures and the norms that dictate interpersonal interactions such as negotiation. II. Body a. Importance of negotiation a.1 Definition of negotiation “Negotiation is a decision making process among interdependent parties who do not share identical preferences” (Neale, 1992: page 42). It is an activity in which two or more parties are involved and each one of them have their own personal goals and negotiation is the process in which all of the parties will try to reach an agreement throughout different strategies to maximize their final output. a.2 Negotiation as a day to day issue Negotiation is a process that is present in almost every aspect of our lives. Two parties will try to come up with a strategy that maximizes their output. A key word here is strategy and the way parties make their strategy, using knowledge and information and as the world is more open than ever and the information they can access is increasing, making negotiation a more complex issue. As a globalized world, people have to negotiate not only with the issues in our own country but also interact with people...
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... Political: Government institutions, political parties, and organizations Legal: Laws, courts, attorneys, and legal customs and practices Regulatory: Governmental and nongovernmental agencies Political Environment Nation-states and sovereignty: ①a country’s stage of development ②the political and economical system Political risk: The less developed a county, the greater the political risk. Dilution of equity control: Follow the law; leave the country; negotiate under the law; take preemptive action. Expropriation: The ultimate threat a government can pose Taxes: An Overview of International Business Negotiation Negotiation ->the action and the process of reaching an agreement by means of exchanging ideas with the intention of...
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