This website uses cookies to ensure you have the best experience. Learn more

Negotiation Essay

1297 words - 6 pages

International & Cross-Cultural Negotiation

Haruthai Numprasertchai, Ph.D. Kasetsart University

International Negotiation: Art and Science
International negotiations are much more complex than domestic negotiations. They challenge the negotiators to understand the science of negotiation while developing their artistry.
• The science of negotiation provides research evidence to support broad trends that often, but not always, occur during negotiation. • The art of negotiation is deciding which strategy to apply when, and choosing which models and perspectives to apply to increase cross-cultural understanding.
16-2

Steps in International Negotiations

What Makes International ...view middle of the document...

10

Conceptualizing Culture and Negotiation
• Culture as learned behavior
– A catalogue of behaviors the foreign negotiator should expect

16-10

Culture as an Iceberg

Source: Adapted by Susan Schneider (HEC University of Geneva) from Schein, E. H. (1985). Organizational culture and leadership, p. 14. San Francisco: Jossey-Bass. Instructor’s Manual with Overheads to accompany The Mind and Heart of the Negotiator 4/e (Thompson) Copyright ©2009 Pearson Education, Inc. publishing as Prentice Hall

Some American Values
1. 2. 3. 4. 5. 6. 7. 8. 9. Equal opportunity Achievement and success Material comfort Activity and work Practicality and efficiency Progress Science Democracy and free enterprise Freedom

Priorities of Cultural Values: United States, Japan, and Arab Countries
United States
1.Freedom 2.Independence 3.Self-reliance 4.Equality 5.Individualism 6.Competition 7.Efficiency 8.Time 9.Directness 10.Openness

Japan
1.Belonging 2.Group harmony 3.Collectiveness 4.Age/Seniority 5.Group consensus 6.Cooperation 7.Quality 8.Patience 9.Indirectness 10.Go-between

Arab Countries
1.Family security 2.Family harmony 3.Parental guidance 4.Age 5.Authority 6.Compromise 7.Devotion 8.Patience 9.Indirectness 10.Hospitality

Source: Adapted from information found in F.Elashmawi and Philip R. Harris, Multicultural Management (Houston; Gulf Publishing, 1993), p.63.

European Culture
• Swedish
– Freedom, relationships, cooperation, family, openness

• French
– Self-reliance, freedom, openness, relationships, time

• Russian
– Family, freedom, self-reliance, openness, possessions

Conceptualizing Culture and Negotiation
• Culture as shared values
– Understanding central values and norms • Individualism/collectivism • Power distance • Career success/quality of life • Uncertainty avoidance

16-15

Hofstede’s Model of Cultural Dimensions
• Individualism/collectivism • Power distance • Career success/quality of life (Masculinity/Femininity) • Uncertainty avoidance

16-16

Individualism/Collectivism
Definition: the extent to which the society is organized around individuals or the group • Individualism/collectivism orientation influences a broad range of negotiation processes, outcomes, and preferences
– Individualistic societies may be more likely to swap negotiators, using whatever short-term criteria seem appropriate. – Collectivistic societies focus on relationships and will stay with the same negotiator for years.

16-18

Power Distance
Definition: “The extent to which the less powerful members of organizations and institutions (like the family) accept and expect that power is distributed unequally”
• Cultures with stronger power distance will be more likely to have decision-making concentrated at the top of the culture.

16-19

Career Success/Quality of Life
Definition: cultures differ in the extent to which they hold values that promote career success or quality of life.
• Cultures promoting...

Other Essays Like Negotiation

Negotiation Essay

936 words - 4 pages * Negotiations * “The perfect negotiation” * Phase 1-Preparation * Decide what you want and prioritize your wants -High importance: those you must get if you are to agree at all. -Medium: those that you would prefer to attain, but are not critical -Low: those that you would like to attain, but would not let them jeopardize the deal Assign ranges of possible values to each want Ex: 100-150 euros or “will deliver by

Negotiation Essay

832 words - 4 pages Negotiation is the process wherein individuals tend to find out an alternative that takes care of interest of all the parties involved so that none of the parties is at loss. Negotiation is more or less part of our daily lives. In the corporate world, it’s important to have negotiation so as to avoid conflicts and it helps in improving relations with our peers or subordinates. Also, a person’s personality plays a vital role in a negotiation

Negotiation

1000 words - 4 pages Alison Shore Negotiation: Casino THREE CONVERSATIONS PLAN I. What Happened: A. Multiple Stories a. What is my story? i. I am a programming manager of a five person team that writes computer programs. There are six other programming managers. In the past, I have only worked on children’s games which do not hold the same level of prestige as the adult games in the company because the adult games produce more revenue and have more

Negotiation Exercise

643 words - 3 pages Negotiation is a dialogue between two or more people or parties intended to reach a beneficial outcome. This beneficial outcome can be for all of the parties involved, or just for one or some of them, in situations in which a good outcome for one/some, excludes the possibility of a desired result for the other/others. It is aimed to resolve points of difference, to gain advantage for an individual or collective, or to craft outcomes to

Negotiation Skills

987 words - 4 pages Negotiation Skills Lecture (1): Conflicts Management Dr. Ola Elgeuoshy For any organization to perform effectively, interdependent individuals and groups must establish working relationships across organizational boundaries, between individuals, and among groups. Such interdependence may foster either cooperation or conflict. CONFLICT Conflict: “involves incompatible behaviors; one person interfering, disrupting, or in some

Intercultural Negotiation

5965 words - 24 pages ------------------------------------------------- Summary Introduction 2 I. Intercultural Negotiation 2 1. Main factors in international negotiation 2 a. Negotiation Objectives 2 b. Relationships 3 c. Decision making 3 2. Negotiation Techniques 4 3. The final stage in Negotiation 5 Canadian Timber vs. Japanese culture 6 1. Summary of the case. 6 2. Analysis: What went wrong? 7 a. The Canadian point of view vs

Salary Negotiation

2602 words - 11 pages determining an agreeable salary and benefits package for both parties.  This process of salary negotiation may “represent one of the first employer-employee exchanges at the beginning of what may be a long-term employment relationship.”  (Porter)This signifies the vitality for employers and employees to hone this skill and ensure a strong initial relationship is developed between the two parties.      Before being able to master the skill of

Conflict & Negotiation

1328 words - 6 pages Conflict and Negotiation 1. What is Conflict? Conflict is a process that begins when one party perceives that another party has negatively affected, or is about to negatively affect, something that the first party cares about. In other words, Conflict is defined as a clash between individuals or group arising out of a difference in thought, process, attitudes, understanding, interests, requirements and even sometimes perceptions. 2

Post Negotiation

1500 words - 6 pages Post-Negotiation Report on Overtime rate, hours of work & Shift Premiums (Union-The United Metalworkers of Canada) Post-negotiation (Overtime rate, hours of work & Shift premium) During negotiation, we came across few issues that we did not include in our original planning book. The clause of overtime took a major part of our discussion time. Wages, overtime and benefits were the only clauses where we had to make calculations

Negotiation - 1439 words

1439 words - 6 pages Case Study 2: Dynamic Aircraft Emily Bowers MKTG 444: Supply Management Statement of Problem The supply manager for Dynamic Aircraft, Bill Marshall, must determine whether to place the order for electrical wire through a sole source, Advanced Wire, or follow the Dynamic Aircraft Company policy of dealing with more than one source that meet the governing specifications. Background Dynamic

Negotiation Integration - Reflection Paper

3771 words - 16 pages Executive Summary The purpose of this reflection/integration paper is to demonstrate what I have learned about principles (theories, concepts) of bargaining and negotiation. In reality, negotiation is a day-to-day process. People perform and engage in negotiation, mediation, and dispute or conflict resolution practically every day of their lives, without realizing they are doing so. Negotiation is a process which is inherent to human being

Related Papers

Negotiation Essay 535 Words

535 words - 3 pages In an international business there has to be at least 2 parties, from different countries, negotiating a business deal. There are 2 factors in the international negotiation. The environmental context – this Includes environmental forces that neither negotiator controls that influence the negotiation The immediate context – this Includes factors over which negotiators appear to have some control The following diagram below shows the context

Negotiation Essay 1526 Words

1526 words - 7 pages Negotiation Webster University PROC 5840 Negotiations 17 April 2015 In life there is always some type of give and take amongst others. Some exchange may be beneficial and some can be regretful. This is all the same with negotiation, either is to negotiate a divorces decree, price of a new home, or a NFL or NBA contract deal. The world today is full of negotiating situation in and can be executed at

Negotiation Essay 6240 Words

6240 words - 25 pages Part A: Managerial Skills Review and AnalysisNegotiation SkillProposals are in the middle of the most extensively used particular reports in the business surroundings (Beck 1999). In addition, with our quickly changing workplace and greater than before vocation mobility, negotiation skills have turn out to be more necessary for winning navigation from side to side life and vocation (Neale & Bazerman, 1991). Consequently, commerce students should

Negotiation Essay 835 Words

835 words - 4 pages For our in-class exercise, we were given cases and scenarios where we role-played and negotiated with one another. For each group/pair, we were all assigned the same cases. It's interesting because each group still ended with different results and agreements. This is where the important role of negotiation comes in. Negotiation is a process that involves parties trying to agree on how to best allocate resources that work for both sides (Robbins