...Press • Princeton, New Jersey MANAGING ACROSS CULTURES NEGOTIATING ACROSS CULTURES NEGOTIATING ACROSS CULTURES Published by: PRINCETON TRAINING PRESS Princeton, New Jersey a division of TRAINING MANAGEMENT CORPORATION 600 Alexander Road Princeton, New Jersey 08540-6011 USA Tel: Fax: Web: Email: (609) 951-0525 (609) 951-0395 www.tmcorp.com info@tmcorp.com Editor-in-Chief: Series Manager: Writer: Cover Design: Interior Design: Monique Rinere-Güven, Ph.D. Talia Bloch Robert J. Greenleaf Donna Lukis Bonnie Jacobs © 2000 TRAINING MANAGEMENT CORPORATION. Managing Across Cultures Series: Negotiating Across Cultures All rights reserved. No part of this publication may be reproduced, stored in a retrieval system, or transmitted, in any form or by any means, electronic, mechanical, photocopying, recording or otherwise, without the prior written permission of the publisher. Printed in the United States of America ISBN: 1-882390-911 The Cultural Orientations Indicator®, COI® and TMC’s graphical depiction of our Cultural Orientations Model are registered trademarks of Training Management Corporation; Registration: 2,329,085 and 2,361,803. 4 Training Management Corporation TABLE OF Preface OF CONTENTS TABLE CONTENTS iii Introduction 1 Negotiation Defined Negotiating Across Cultures Chapter One: The Impact of Culture on Negotiating Behavior Case Scenario The Ten Dimensions of Culture Cultural...
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...Xur731 My Negotiation Experience Throughout this term, we have discussed many tactics and strategies for negotiating. We also learned how to spot a negotiation before we participate. I was lucky enough to have several experiences for negotiating during this term and this is the most influential. I was approached by an acquaintance to join his team and change employment. There was some negotiating for job duties and title, which were negligible. After a discussion with my family, we decided to move forward with the deal. I was contacted by a recruiter to discuss salary and benefits. This is where the fun begins. I was not happy with my current employment, so I was going to take the deal as long as the salary was equivalent to my current pay. My BATNA was to take the job and the recruiter’s was to find another candidate. I did research from several internet sites to find equivalent salary for the same education and experience level as mine which is in the 75th percentile. I also knew that this was a contract job that was equivalent to a GS-11. I currently worked for a staffing firm, so I had insider knowledge of how contracts work and what goes on during salary negotiations. To build my resource pool, I tallied up a score sheet with the new position and my current position. With all the knowledge I could find, I was ready to start. I was confident and certain of the outcome that I wanted. The recruiter was the first to strike at $63,000. I immediately countered with $70...
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...Personal Integrative-Learning Imagine you are writing a blog that captures the learning opportunities in this course by highlighting a conversation where you negotiated to generate an abundance of resources and extraordinary success. How might this experience inspire business leaders to be genuine and strategic as they co-create extraordinary negotiated outcomes that maximize profits and promote wellbeing in a flourishing social and natural ecosystem? In discussing this negotiation, analyze and integrate valuable learning points and personal insights from the course with respect to concepts discussed in class and introduced in the book Negotiating Genuinely: Being Yourself in Business. Briefly identify the resources that served as building blocks for value creation. Recognize your unique cooperative and competitive leadership strengths that emerged from wearing your integral hat. Discuss what enabled you to have the courage to: maintain your integral hat and/or mindfully engage in self-narration to be genuine and strategic during this conversation. Answer – “If you come to a negotiation table saying you have the final truth, that you know nothing but the truth and that is final, you will get nothing.” – Harri Holkeri With the intention to win against the other person, I have always gone into negotiation situations thinking it is my way or the highway. But now, I believe I have the tools in my repertoire that I can use to not just create a win situation for me, but for...
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...attempting to write an exam in Transformative Counselling. Then to my utter disbelief a day before my May/June 2013 examination my husband was informed that the cancer had recurred in his esophagus. Although I attempted the exam I miserably blanked out once more. It brings to mind case study 1.1 the dialogue between Boipelo and Thabang and the point Thabang made of not knowing if the course will be easy. Although I found the course most enjoyable, interesting and informative it would have been successful for me if I did not encounter the mishaps that I did before my examinations. I have become despondent and lost all my enthusiasm but since the module is compulsory I registered once more and hope this time will prove successful Negotiating an...
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...NEGOTIATING SKILLS CASE STUDY TOPIC: MANAGING INDUSTRIAL UNREST: A CARIBBEAN CONUNDRUM By David A. Matthery Table of Contents Executive Summary 3 Identification and examination of angle being used 4 Case Analysis (Application of negotiating skills concepts) 5 Conclusion 10 Bibliography 12 Executive Summary The organisation structure determines the manner and extent to which roles, power and responsibilities are delegated, controlled and coordinated, and how information flows between levels of management. "Cultural Implications" is the connection that culture has on organisation. Implications are essentially consequences from a particular event at a cultural level.. Culture influences the structures as well as the behaviour of the different stakeholders. The understanding of the cultural context from which an employee or customer originates is imperative to the overall success of any business. This has created an extensive increase in demand for training and understanding, particularly within the area of decision making. Mesopotamia Brewery ltd initially seeks to facilitate training within the context of “Industrialisation by Invitation” i.e. the contractual agreement with the expatriate brewers to facilitate the transfer of knowledge...
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...Miami School District Negotiation An increase in enrolment has resulted in the Miami School District school boundaries to changed. The decision was unexpected and many parents outraged by the school board’s decision. Experts have been hired by the school board to redraw the boundaries. The school board received several complaints from parents which voiced there concerns regarding the decision. The parents were concerned that the quality of education would be affected from the implementation of the new boundaries. The parents are unsure about the quality of teachers and the learning environment that their children will be learning in. The new boundaries would force many students to have to change schools and may increase travel time. Low income families would have limited options and would be forced to comply with the school board’s decision. Students living in higher income households would have the option of attending private school if the student’s parents didn’t agree with the school boards decision. The property values would be affected because future home buyers would be looking for homes that are located close to quality schools. Current residence may decide to move if their children are faced with going to a lower quality school as a result of the changes. The school board’s decision could increase property values if the boundaries cross into lower income areas. The changes purposed by the school board will force students to make new friends at a new school and may impact...
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...Real Life Negotiation – Summer Uncertainty Cameron Thum Heading into our third year summer, my friends and I were in a relatively good position. We had all secured internships in our fields of interest for the summer and, better yet, many of us received placement in New York. Within my closest group of friends, however, this blessing became a source of indecision and frustration. Seven of us would be interning in New York, and we would inevitably have to split into two groups of four for housing. The question before us was who’d live with who, and why? Facing this decision, the seven of us sat in a room together one spring afternoon to hash out the lingering uncertainty. We didn’t want anyone to be upset with the final decision and were looking for a pareto optimal outcome. While few of us bore particular preferences for groupings heading into the meeting, it soon became clear that particular individuals had an idea already in mind. The conversation began with casual suggestions for room groups: “Jack and I lived together last year, so maybe it would make sense for us to room together this next summer.” Many of the initial suggestions were similar to this – trying to obtain one’s personal preference without much more than prior relationship as support. Quickly we realized that the conversation was not going anywhere, particularly due to the fact that many of us had lived with others in the group before. But the matching process was complicated by the available dorms. All...
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...Negotiating in Saudi Arabia The differences in doing business between Saudi Arabia (or “the Kingdom”) and United States can be great, but being prepared and ready to conduct business is key to a negotiator. Many Saudi executives and government officials have studied or worked abroad in the United States therefore many are familiar with western culture and our business approaches and are comfortable using these as long as respect is shown for Saudi customs. (Business and Social Customs in Saudi Arabia) Saudi Arabians tend to be very polite and will not embarrass their guests no matter how much they like or dislike the person and this makes it hard for Americans to figure out how the negotiations are going. Islam governs everything in Saudi Arabia so the upmost respect must be shown in order to build relationships. Gift giving can be done but only if there is a strong relationship already built. Pork, pornography, alcohol, etc. should not be given as gifts as they go against their religious beliefs. In general be aware of the prayer times and religious holidays like Ramadan, as they take precedence over everything else. (Parker) When scheduling a meeting it is best to wait until you are actually in the country. You should inform your hosts of your travel plans and agenda but the setting up of actual meetings should wait. Also time is flexible so be prepared to wait. Face to face meetings are the only way to complete any negotiation. It is suggested to only have one meeting...
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...of a negotiation and it negatively affected its chances of any type of success. The personalities of Bettman and Goodenow were adversarial tactical. There was a lack of trust between Bettman and Goodenow. There were even communication barriers as well. Bettman and Goodenow should be the ones to anticipate and overcome any barriers as they represented both sides. Goodenow and Bettman came into their positions in the early 1990’s. Both men had performed well in their current assigned roles. Both men were seen as capable, competent, and caring by their essential groups. Each man brought expert power to the negotiations. Bettman and Goodenow entered so many negotiations in the past, but the 2004-2005 year was different. They were “negotiating in the dark shadows of their shared past” (Malhotra & Hout, 2006). The union had flexed its muscles in the...
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...Negotiating Strategies in Germany Nowadays, with increasingly globalizing tendency, the international business environment has been changing rapidly. It is recommended that the challenges in today’s geopolitical and economic environment are to learn and practice international management effectively. When dealing with the international trade with other countries, the first thing we need to recognize is to master the different negotiating strategies in different areas throughout the world. I would take German’s negotiating strategy as an example to illustrate specifically their cultural background and the most efficient techniques negotiating with them. General view of German trade Germany is located in the western Europe, and the national form of its government is a parliamentary republic. Meantime, Germany is the world’s largest trading partner, with more than 230 countries and regions to maintain trade relations. The country’s export industry known for high quality, good service, delivery on time and world-renowned. The main export products are automotive, mechanical products, chemicals, communications technology, supply and distribution equipment, and medical and chemicals equipment. The main import products are chemicals, automotive, oil and gas, machinery, communications technology and steel products. The main trade partners of Western industrial countries, which import and export half from or sold to EU countries. ...
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...consider as lineair Poly chronic, time is consider as Adjustable variable Religion whatever the cultures: Preparing for the meeting : → before negotiating : picture of your partners (uou must know about them, be prepared) the four constant. 5. Minding your behavior, handing Negotiation technique : When you meet somebody, for a meeting, you start the negotitation by the statements. The problem of the customer need: presenting and discuting a specific proposal, what I can offer in order to meet the requirements. Conclusion : When negotiation international deals, and as a successful negotiator, encourage and promote a long terme relationship with partners by establishing and sutaining a win win partnership, Always adapt your communication to the culture you are operating in to reach your objectives : - Know thel means know yourself - Have permanently in mind the fice key cultural issues that rule the attitudes and behaviours between negotiating partners (time, relationship, truth, language, religion) Get always prepared before negotiating by : - analysing the four negotiation constants (culture competition, company, characters) - defining your aims, strategy, target, bargaining range, priorities and theirs - developing a SOPHOP attitude - defining your BATNA to avoid being forced into submission When negotiating, always control the meeting by adopting a methodical attitude based on listening carefull, asking clear short open and closed questions,...
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...Negotiating Across the Pacific - Case Study Table of Contents 2.0 Executive Summary 2 3.0 Case Analysis 2 3.1 Major Issue 2 3.1.1 Relationship Building 2 3.1.2 Adversial versus Guanxi Business Methodologies 3 3.2 Cultural Theories 4 3.3 Cultural Characteristics involved in the case 8 3.4 Solution and Action Plan 10 4.0 References 12 2.0 Executive Summary There was breach of faith by withholding information and not being upfront during the communication process between different parties. This situation was also caused by cultural differences like relationship building, “Guanxi”, emphasis on personal relationships versus factual-based legalistic approach, completely varied styles of doing business, and also individual parties not conforming to the business methodology that they were accustomed to. There was also lack of communication between the parties. The Seven Dimensions of Culture were identified by management consultants Fons Trompenaars and Charles Hampden-Turner, and the model was published in their 1997 book, "Riding the Waves of Culture." 3.0 Case Analysis 3.1 Major Issue The major issue in this case is that there was breach of faith by withholding information and not being upfront during the communication process between different parties. This situation was also caused by cultural differences like relationship building, “Guanxi”, emphasis on personal relationships versus factual-based legalistic approach, completely varied styles of doing...
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...Running Head: I SAID, “IT’S FOR THE KIDS”! 1 Negotiating a Divorce for the Kids Keller Graduate School Abstract Running Head: I SAID, “IT’S FOR THE KIDS”! 2 Conflicts are a part of everyday life. These conflicts are solved through negotiation. The most important element of effective negotiation, is preparation, preparation, preparation Divorce negotiations can be very stressful and highly emotional especially when kids are involved. These negotiations can also be complex because they mix both personal and business issues. Divorce negotiations, by definition, means that you should not go in expecting to get everything you ask for. You and your spouse are negotiating, which means there is a middle ground which the two of you are likely to reach if you both put in the effort. The divorce of John and Mary has all the elements of complexity. The couple has been married for 17 years; they have four minor children, two homes, three cars, a boat, and two dogs. They are also co-owners of a Screen printing business. Both John and Mary strongly feel they are best suited to raise the kids. Each feels that their viewpoint is correct and issues are more important than the other. Running Head: I SAID, “IT’S FOR THE KIDS”! 3 According to Wikipedia, (n .d) “Negotiation is a dialogue between two or more people or parties, intended to reach an understanding, resolve point of difference, or gain advantage in outcome of dialogue, to produce an agreement upon courses of...
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...between two parties where one or both parties ideally recognize their inability to achieve a perceived goal without both party concessions. Since each negotiation is characterized by a give and take situation, my choice of negotiation style is soft negotiation as is assures a win-win for both parties. Goals that lead-up to negotiation may be inspired by a conflict of interest or the ability to influence the other party disposition on the matter of interest. These goals are achieved through application of a negotiation style consequently achieving compromise or a solution acceptable to both parties. As a soft negotiator, my primary objective is to achieve an amicable result without jeopardizing present and future relationship with the other negotiating party. Soft negation involves exploration of each of the parties’ perceptions of goals, merits and demerits to determine those that can be exchanged to foster an enduring relationship between two parties. This encompasses the greatest strength of using the soft negotiation style as it ensures that I build understanding and trust that are vital prerequisites to achieving a solution acceptable to both parties. Soft negotiation style is also advantageous to my bargaining skills as it avoids self-serving demands that undoubtedly result in counterproposals. Therefore, by using soft negation style I avoid a back and forth process that only ends when discussions reach a deadlock or the other party fold. As a soft negotiator, I ensure that I...
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...When negotiating with another culture, it is very important to understand your own culture and your counterparts’ culture. To have successful negotiations both sides need to learn how to understand and observe basic cultural preferences such as values, behavior, communicative style and attitudes. The Cultural Orientations Model (COM) is a tool which helps to understand business culture. COM contains ten basic dimensions; environment, time, action, communication, space, power, individualism, competitiveness, structure, and thinking. One of the main reasons of unsuccessful business relationship between Americans and Japanese was the fact that Americans didn’t understand very well Japanese style of communication and the way of thinking. I strongly believe that understanding your own culture and your counterparts’ is a key to success for every business. First, being oriented defines Japanese culture. The main features of being an orientation culture is having harmonious relationship with team members and a slow decision making process. In personal and business life a solid relationship is very important for Japanese. Before and during negotiations Japanese prefer to build relationship with their counterpart. The main reason is they want to be sure that other side is trustworthy. Another common way in Japanese culture to maintain relationship or even do the business is informal occasions. Even though, Americans are doing oriented if they wanted to do business with Japanese, they...
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