International Business 690B (CRN 27145) Negotiating Across Cultures Spring 2012 Wednesday 7:05 pm – 9:45 pm Classroom: Clinton Hall #107 Instructor: Brian Rawson Office: 338 Clinton Hall Office Hours: Monday & Wednesday 10:45am – 12:30pm Monday & Wednesday 3:00 pm – 5:30pm Phone: 316-978-7109 E-mail: brian.rawson@wichita.edu Required Materials: CoursePack ID # 369570 or 369571 or 369574 or 369575 from Xanedu.com To
Words: 2355 - Pages: 10
manage another task, how can they devote enough time and energy to the bid process for this new contract? What are the factors are largely determined in negotiations in a BPO agreement? In contract negotiation, should the project manager or the contract manager be the leader in negotiation process? Is it critical to have a contract negotiation strategy in a BPO process? For more Assignments visit
Words: 311 - Pages: 2
HOW TO DEAL WITH CROSS CULTURAL PROBLEMS IN INTERNATIONAL BUSINESS NEGOTIATION. EMEM UDOBONG* ABSTRACT: Businesses all over the world today are extending their frontiers beyond domestic markets. In this global business environment, cross cultural negotiation becomes a common field of research. This is primarily due to the fact that the negotiating parties are often from different countries, with different cultural values and beliefs which they usually bring with them to the negotiating table
Words: 4743 - Pages: 19
your own power to battle resistance, put forward a circumstance where participation is inevitable) • Let the other person have your way! -- Breakthrough negotiation • Preparation is key to ensuring that you are ready for curve balls. o Before each meeting o After every meeting, assess progress so that you can alter/address/adapt your strategy, and then prepare again. • Identify interests, options for satisfying interests, standards for resolving conflict fairly, alternatives, and proposals for
Words: 1452 - Pages: 6
Graduate University School of Management Guidelines You 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
Words: 1559 - Pages: 7
very very imp Negotiation Styles Understanding the Five Negotiation Styles People often ask "which is the best negotiation style?" As with much management theory there is no single 'best' or 'right' approach. All five profiles of dealing with conflict are useful in different situations. Although we're capable of using all five, most of us tend to have one or two preferred negotiation conflict styles that we use unconsciously in most conflict situations. Why? Either because our preferred styles
Words: 3131 - Pages: 13
the cross-cultural negotiations happening between Australia and China through organizational business transactions. With today’s modern trades, negotiators aim to attain a “win-win” situation between one another under a rational and wholesome environment. It is a necessity for multinational corporations to have a cross-cultural based management. Differences of cultures across the globe would induce large organizations to embrace themselves with a variety of counter strategies, as it can majorly impact
Words: 1657 - Pages: 7
almost every university and college, published many scientific and popular literature. It is very important, and psychological aspects of business communication. Question that is constantly facing business people how to build a conversation and negotiation. It is important to understand the general patterns of business communication, which will analyze the situation, the interests of a partner, to speak a common language. Mastery in any field comes with practice, and business communication is no exception
Words: 3553 - Pages: 15
CH. 6: STRATEGY KEY STRATEGY ELEMENTS 1) Time (deadlines) 80/20 rule (Pareto’s law) often applies in negotiations. 80% of the deal getting done in the last 20% of the time spent in bargaining. If you have a firm deadline, use one of 3 strategies… 1) Without revealing your deadline, work to reach a settlement well in advance 2) Declare an earlier “deadline” before your real deadline 3) Question negotiators on the other side about their deadline – and if you find out their
Words: 5497 - Pages: 22
appeared weak - just reasonable.” (Fisher, Ury, &, Patton, 85). Situation: Concession and Offer: Example; you can have the kids on Christmas if you pay me double the child support for the month. Developing objective criteria: Principle negotiations = two questions. “How do you develop objective criteria, and how do you use them in negotiating?” (Fisher, Ury, & Patton, 86). Situation: Involves: equal treatment, moral standards, what a court would decide, and maybe costs. Divorce specifically
Words: 2674 - Pages: 11
