...“win-lose” bargaining. Negotiator knows that there are too many situational and monetary variables for a single strategy to work in this case and often times the negotiator needs to utilize both approaches to effectively conduct negotiations. In this paper I will provide and explain an appropriate approach what situation the negotiator would utilize the technique. Defining Integrative and Distributive Bargaining There are two common approaches to any negotiation situation: distributive and integrative. Each is useful in specific contexts, and the same negotiator may utilize either or both strategies depending upon their desired goal. The largest difference between the two styles is the circumstance in which they are used. Often when we negotiation a one-time situation or purchase we will utilize a distributive bargaining approach and try to gain the best price or outcome where “we” are the winner and those we are negotiating with are the “losers” In these situations we rarely interact with the opposing party on a regular or future basis and are seeking the best possible outcome for this specific negotiation without interest in building a long-term relationship. In contrast, an integrative bargaining situation occurs when it is possible to produce a greater outcome together than either could reach on...
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...[pic] THAILAND [pic] Ana Sofia Da Silva Justo Pedro Renato Da Costa Faria Joao Miguel De Carvalho Iglésias Killian Belleil Introduction Recognized as one of the most beautiful country in the world, Thailand attracts both tourists and foreign investors. Its landscape, history, culture and hospitality of Thais make this country very attractive. That’s why we call Thailand : « The Land of Smiles ». Of many reasons foreign investors want to do business in Thailand. However, the famous Thai hospitality can quickly become a problem for those trying to break into the closed sphere of Thai trade. Indeed, many investors who have tried have failed because of the many administrative tasks. On top of that, many sectors are reserved for work by Thai nationals only if foreigners are restricted in the types of activities they can perform. It would seem that the best way to start a business in Thailand is to know someone on the territory that is able to help us. But we behave as ambitious entrepreneurs. So let’s make our own idea with this following market analysis. First, we will focus on the country's history and key events that affected its economy. Then we look at the factors affecting the development of the country through two analysis tools. We will discover the culture and ways to behave to do business. We’ll end our analysis by doing an analytical report on a mega-size environmental challenge. ...
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...Title: Negotiating with the Chinese: A Socio-Cultural Analysis Author(s): Tony Fang and Pervez Ghauri Source: Journal of World Business. 36.3 (Fall 2001): p303. Document Type: Article Full Text: COPYRIGHT 2001 JAI Press, Inc. Full Text: China has been one of the most favorite markets for Western firms for the last decade. However, doing business with China is considered difficult, mainly because negotiating with Chinese counterparts is quite complex. This paper analyses the negotiation process with China from a socio-cultural perspective. A Swedish multinational, Ericsson, is followed for several years and its negotiation process for different Chinese projects in the telecommunication industry is studied in depth. Based on these cases and literature a model is developed and some conclusions are drawn. Finally, managerial implications presented as four Ps: Priority, Patience, Price and People sum up the essence of Chinese business negotiation process. The People's Republic of China (PRC) started to open up its economy to the rest of the world in December 1978. Since then, Western business communities have been enthusiastic about China--the world's largest emerging market with more than one billion consumers. The Western enthusiasm for China decreased somewhat during a period following the Tiananmen Square incident in June 1989. But it rebounded and increased even more vigorously in the 1990s. China's rank in world trade rose from 32nd in 1978 to 9th today. By the...
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...come more territorial, whereas the conflicts in the Pacific are likely to challenge the entire state and thus come to concern governance at large (Fiji, Solomon Islands). Fearon (2004; 2005) helps us to understand the dynamics of these wars. He notes that many of the longest civil wars of the world take place in the context of “sons-of-the-soil” disputes. The hallmarks of these wars are that they are protracted, low in intensity, fought between a government and a peripheral ethnic group seeking autonomy or secession, and the rebels do not view the government as a credible partner in peace talks. Democracy and mediation in territorial civil wars in Southeast Asia and the South Pacific Table 1 The territorial wars in Southeast Asia and South Pacific, 1960–2005 Territory Insurgents Start date 5 August 1950 1 January 1965 Episode start 5 August 1950 31 December 1965 1 January 1967 1 January 1976 7 December 1975 7 December 1975 1 January 1992 1 January 1997 1 May 1989 1 January 1963 1 January 1948 8 September 1990 8 January 1999 1 January 1963 31 December 1948 27 January 1995 1 January 1997 12 April 2005 1 January 1948 1 January 1948 29 December 1991 1 January 1994 1 January 1958 31 December 1948 27 March 1990 23 December 1996 1 January 1949 1 January 1957 Episode end 249 South Moluccas Republic of South Moluccas West Papua West Papua West Papua East Timor East Timor East Timor Aceh Aceh North Borneo Karen Karen Karen Karen Arakan Arakan Arakan Mon Mon Mon Kachin Kachin Karenni...
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...form, negotiation is a method of conflict resolution. It is a problem-solving process in which two or more parties attempt to resolve their disagreement or conflict in a manner, and through a process, that is mutually agreeable. Whereas the general concept of negotiation is easy enough to understand, in practice it can be an extremely difficult proposition. Opposing views about what is right and wrong, disagreement on what is fair and equitable, understanding each other’s message and form of communication, and even the procedures that will be used to conduct negotiations are but a few of the hurdles that negotiators will encounter. Negotiation is further complicated when the parties find themselves negotiating across dissimilar cultures. Culture is a powerful factor in shaping how people think, communicate and behave. It therefore affects how they negotiate. In business arena, negotiations are crucial aspects of inter-organizational relationships like joint ventures, mergers and acquisitions, licensing and distribution agreements, and sales of products and services. As the proportion of foreign to domestic trade increases, so does the frequency of business negotiations between people from different countries and cultures. To successfully manage these negotiations, businesspeople need to know how to influence and communicate with members of cultures other than their own. This paper investigates the impact of culture on negotiations. It begins by defining negotiation, cross...
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...Ramkhamheang University Institute of International Studies, Bangkok Thailand. Master Degree Program in Business Administration Minor: General Management I.I.S. Business Environment in Singapore MASTER DEGREE TERM PAPER 2015 BY, MARK ETHELBERT CHIJIOKE 2/10/2015 Abstract Mark Ethelbert Chijioke Business Environment in Singapore, 51 pages, 1 appendix Ramkhamheang University Institute of international studies Master of Business Administration Instructors: Dr. Bahaudin G. Mujtaba. Ramkhamheang University (IIS) Topic: Term paper Subject: Managing in Global Business Organization. Topic: Term paper Research focus Business Environment in Singapore The main reasons for this term paper research alone, Is because this is my final semester in master of business administration and I belief by doing it all alone the knowledge and the research I gather will help me so much in my final year project and might be useful for academic researcher and journal for organization and individual wanting to make Singapore a second home of base and work. 1. My research was to find out which kinds of experience European companies are having in Singapore. In addition, the task was to determine the main advantages and disadvantages of doing business in Singapore and which kinds of cultural difficulties European companies encounter in Singapore and how they can eliminate them. 1. In the theoretical part of study the first issue will be to find out the advantages and disadvantages of Singaporean...
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...the whole continent become affected by the problem. The impact of that ethnic conflict becomes so vulnerable, that the case has not been concealed nationally but also become an international phenomenon. In my case, the problem has become a huge threat to national and international security system. The hypothesis of the paper is to conducting possible security threat across the borders, particularly in the whole south-Asian region. The ethnic violence in Myanmar has some direct impact on social, political and economic processes at national and international levels. In fact, the conflict can result not only in destabilizing the trade and security of Myanmar, but also of the surrounding states. But my concern is focusing the ongoing security issue inside and across borders due to that conflict. That’s why, I think this is a very urgent matter to study and its totally connected with the problem of IR. (Koser 2005, pp- 12) International communities could not able to present perfect legislation or implement new constitution for that particular case so far in order to address the problem of security threat and securitization of migration. (Ibrahim 2005, pp.-183) Research Question: “Are Rohingya Muslims as a Irregular migrants creating security threat across the borders by taking shelter on different neighboring countries due to their nation’s ongoing ethnic conflict? “ Migration has not always been associated with threat. Migration has proved the mediating factor for the production...
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...behaviors to support your assessment. 2. which of the four key temperaments do you think your comments and behaviors most clearly displayed? 3. Do you agree with each other's self and other assessments? not, why do you think you see the behaviors differently? If rffib PERToRmHcE CoMPEiENct Es FoR THts CHnprER o e To understand communication as a Process To learn rules for effective iistening and speaking in "lt is a greal misfortune neither r o o o negotiation To learn communication filtering techniques for negotiation To recognize signs of destructive conflict in negotiation and what to do when they arise To learn to watch body language in negotiation To be cautious in written and electronic negotiation lo have enough wit to talk well nor enough judgment to be silenl." La BruYere 85 86 ChaPter 6 ' Communicating in Negotiation 87 tion is essential for negotiating success. The opening quotation summarizes the essence of negotiation communication. your goal shouldbe to say the right things in the right ways at the right times and to hear. what you say must be understood as you iniend it to be effective. saying the right things in the right ways is necessary for your message to be understood. Hearing the othei parties is neiessary for you to say the right things at the right timei. Communi- Do you communicate when you speak, or do you just make noise? Is what is written here communication, or just noise? Communica- ...
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...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 Analysis of the Case Scenario Generalizations and Stereotypes in Negotiations 5 Chapter Two: The Seven Phases of International Negotiation 29 An Overview of the Seven Phases Showing a Commitment to Negotiating Internationally Chapter Three: Negotiating Effectively Across Cultures 35 Phase 1: Strategic...
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...References: This document contains references to 43 other documents To copy this document: permissions@emeraldinsight.com This document has been downloaded 2118 times since 2011. * Users who downloaded this Article also downloaded: * Judie Gannon, Angela Roper, Liz Doherty, (2010),"The impact of hotel management contracting on IHRM practices: Understanding the bricks and brains split", International Journal of Contemporary Hospitality Management, Vol. 22 Iss: 5 pp. 638 - 658 http://dx.doi.org/10.1108/09596111011053783 Hui Chen, Miguel Baptista Nunes, Lihong Zhou, Guo Chao Peng, (2011),"Expanding the concept of requirements traceability: The role of electronic records management in gathering evidence of crucial communications and negotiations", Aslib Proceedings, Vol. 63 Iss: 2 pp. 168 - 187 http://dx.doi.org/10.1108/00012531111135646 François Des Rosiers, Jean Dubé, Marius Thériault, (2011),"Do peer effects shape property values?", Journal of Property Investment & Finance, Vol. 29 Iss: 4 pp. 510 - 528 http://dx.doi.org/10.1108/14635781111150376 Access to this document was granted through an Emerald subscription provided by CURTIN UNIVERSITY LIBRARY For Authors: If you would like to write for this, or any other Emerald publication,...
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...The Handbook of Negotiation and Culture Michele J. Gelfand Jeanne M. Brett Editors STANFORD BUSINESS BOOKS The Handbook of Negotiation and Culture The Handbook of Negotiation and Culture Edited by miche le j. ge lfand and jeanne m. brett Stanford Business Books An imprint of Stanford University Press Stanford, California 2004 C Stanford University Press Stanford, California C 2004 by the Board of Trustees of the Leland Stanford, Jr., University. All rights reserved. No part of this book may be reproduced or transmitted in any form or by any means, electronic or mechanical, including photocopying and recording, or in any information storage or retrieval system without the prior written permission of Stanford University Press. Printed in the United States of America on acid-free, archival-quality paper Library of Congress Cataloging-in-Publication Data The handbook of negotiation and culture / edited by Michele J. Gelfand and Jeanne M. Brett. p. cm. Includes bibliographical references and index. isbn 0-8047-4586-2 (cloth : alk. paper) 1. Negotiation. 2. Conflict management. 3. Negotiation—Cross-cultural studies. 4. Conflict management—Cross-cultural studies. I. Gelfand, Michele J. II. Brett, Jeanne M. bf637.n4 h365 2004 302.3—dc22 2003025169 Typeset by TechBooks in 10.5/12 Bembo Original printing 2004 Last figure below indicates year of this printing: 13 12 11 10 09 08 07 06 05 04 Contents List of Tables and Figures Foreword Preface xi xv ix ...
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...THE DUTCH BUSINESS SYSTEM IN TRANSITION: AN APPLICATION OF WHITLEY’S BUSINESS SYSTEMS APPROACH FOR THE USE OF EXECUTIVES, MANAGERS, AND POLICY MAKERS Eric Brewis 2 SWENSEN’S MUST ENGAGE IN MARKET PENETRATION AND DIVERSIFICATION TO RETAIN ITS LEADING POSITION IN THE THAILAND MARKET Kailee Douglas 13 DISNEYLAND PARIS: EUROPEANIZING A RESORT Amanda Louie 22 IKEA: A STRATEGY FOR SUCCESS Garret Luu 31 COMPULSORY LICENSING IN THAILAND Simran Mann 38 CHANGING POVERTY AND INEQUITY THROUGH BUSINESS Matthew R. Tanner 47 SWEDEN IS A NESTING GROUND FOR YOUNG START-UP ENTREPRENEURS James Whyte 56 Note from the Editor In business today, “globalization” is a key concept with the firms across nations intertwined as never before. With overseas customers, suppliers, operations, and competitors, today’s managers need an international outlook. Therefore, the mission of the University of Victoria’s Bachelor of Commerce program is to give students the essential knowledge and skills they need to be effective and successful managers in the global economy. At UVic Business, we ensure that our students develop an international perspective through direct experience with issues in management and organization. In fact, UVic Business has one of the largest international exchange programs in Canada with 55 active partnerships...
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...FOREWORD At no time during the last three or four decades have the communication skills of individuals in the business world come under closer scrutiny than today. And never before have those who work in the business world needed better, more effective communication skills. The emerging technology appears to be increasing, rather than decreasing, the need for effective communication skills. As more individuals have ready access to desk-top equipment to process written communication, fewer support personnel will be readily available to provide editing assistance. Therefore, welldeveloped communication skills among originators are more important to success than ever before. This book is suitable for several different audiences, including undergraduate and graduate students. The organization of this manual is a logic sequence of chapters including both business communication and correspondence. The first part is dedicated to business communication and the second to business correspondence. The special features found in this edition are: 1. Examples of effective letter writing. Studies have shown students studying written business communication can learn as much, if not more, from ineffective examples of written communication as they do from effective examples. 2. Varied application problems in the writing-oriented chapters. The number of problems has been increased. While the majority of problems require the writing of a letter or report, some are designed...
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...Economic Reform in South Korea: An Unfinished Legacy by Marcus Noland, Peterson Institute for International Economics Paper prepared for the conference "Korea as a 21st Century Power" University of Cambridge April 3-6, 2002 © Peterson Institute for International Economics Introduction Since 1997 South Korea has been on an economic and political roller coaster. Between 1997 and 1998 forecasts of annual economic growth swung from +7 percent to -7 percent, and the country elected Kim Dae-jung, former dissident, future Nobel Peace Prize winner (and University of Cambridge honoree), and avowed economic reformer, president. However President Kim's weak electoral position—he was with only a plurality of support and forced to form a governing coalition with an ideologically dissimilar conservative party—and the continuing regional nature of South Korean politics have impeded the formation of a stable political coalition in favor of reform. Today, despite the enormous political power granted to the executive under the South Korea constitution, Kim is effectively a lame duck. Constitutionally limited to a single term, he confronts a hostile national assembly controlled by the political opposition, his personal popularity has fallen below 30 percent, and his party is trailing in public opinion polls in the run-up to December's presidential elections. Yet in spite of these challenges, a hundred other countries would envy the forecast of 5 percent growth and five percent unemployment...
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...Week 3 1. Discuss how the Internet and culture interact, which most affects the other and how? Give some examples Culture is the knowledge which acquired by people and use to interpret their experiences and generate certain agreed social behaviour. Certain values, attitudes and behaviours are generated from the knowledge. People under the same culture have the tendency to share values, assumptions and understandings which are obtained from the previous generations. One of the most important advantages of internet to the world is that the implementation of internet reduces the time for people to acquire information they need, previously, the learning of different culture only can be done via limited forms such as living in a foreign country, reading books and so on, they are both effective ways to learn different cultures but they are also not available for most of people, the implementation of internet provides an time saving method for spreading and learning different culture without going to the foreign country physically, most of the people can obtain and learn different culture even without leaving their home. The internet becomes an important force to push globalization and cultural harmonization; it provides the speed and convenience for people who are willing to learn and experiment foreign cultures which never exist before, and for instance, people can watch major events like Olympic game online and also learn knowledge about the host country. 2. Discuss the...
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