chapter 3 international negotiation and cross- cultural communication
Post on 20-Dec-2015
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HIGH CONTEXTHIGH CONTEXT
•Communications have multiple meanings interpreted by reading the situation
•Asian and Arabic languages are among the most high context in the world
LOW CONTEXTLOW CONTEXT
•The words provide most of the meaning
•Most northern European languages including German, English, and the Scandinavian languages are low context
Swiss
Germans
Scandinavians
North Americans
Arabs
French
Italians
Latin Americans
British
Japanese
High Context: MeaningImplicit Languages
Low Context: MeaningExplicit in Language
SurroundingInformation
Necessary forUnderstanding
EX 3.1 High Context andLow Context Countries
NONVERBAL NONVERBAL COMMUNICATION - COMMUNICATION -
COMMUNICATING WITHOUT COMMUNICATING WITHOUT WORDSWORDS
PROXEMICS PROXEMICS
• The use space to communicate• The personal bubble of space - nine
inches to over twenty inches • North Americans prefer more
distance than from Latin and Arab cultures
TOUCHTOUCH
• Basic human interaction • In greeting - shake hands,
embrace, or kiss • Latin European and Latin
American cultures-more touching than Germanic, Anglo, or Scandinavian cultures
PRACTICAL ISSUES IN CROSS-PRACTICAL ISSUES IN CROSS-CULTURAL VERBAL CULTURAL VERBAL
COMMUNICATIONCOMMUNICATION
INTERPRETERSINTERPRETERS
• Provide simultaneous translation of a foreign language
• Require greater linguistic skills than speaking a language or translating written documents
• Insure the accuracy and common understanding of agreements
COMMUNICATION WITH COMMUNICATION WITH NONNATIVE SPEAKERS NONNATIVE SPEAKERS
• Use the most common words with most common meanings
• Select words with few alternative meanings
• Follow rules of grammar strictly• Speak with clear breaks between
words
Communication with nonnative speakers,
continued
• Avoid “sports” words or words borrowed from literature
• Avoid words that represent pictures • Mimic the cultural flavor of nonnative
speaker’s language• Summarize• Test your communication success
AVOIDING ATTRIBUTION AVOIDING ATTRIBUTION ERRORSERRORS
• Attribution - process by which we interpret the meaning and intent of spoken words or nonverbal exchanges
• Attribution errors
INTERNATIONAL INTERNATIONAL NEGOTIATIONNEGOTIATION
• More complex than domestic negotiations
• Differences in national cultures and differences in political, legal, and economic systems often separate potential business partners
EXHIBIT 3.4: STEPS IN THE EXHIBIT 3.4: STEPS IN THE INTERNATIONAL NEGOTIATION INTERNATIONAL NEGOTIATION
PROCESSPROCESS
STEP 1: PREPARATION
STEP 2: BUILDING THERELATIONSHIP
STEP 3: EXCHANGINGINFORMATION/FIRST OFFER
STEP 5: CONCESSIONS
STEP 6: AGREEMENT
STEP 4: PERSUASION
STEP 1: PREPARATIONSTEP 1: PREPARATION
•Is the negotiation possible?•Know what your company wants •Know the other side •Send the proper team•Agenda•Prepare for a long negotiation •Environment•Strategy
DIFFERENCES IN DIFFERENCES IN CULTURES IN KEY CULTURES IN KEY
NEGOTIATING NEGOTIATING PROCESSES (EXAMPLES)PROCESSES (EXAMPLES)
• Communication styles—direct or indirect
• Sensitivity to time—low or high
Cultural Differences in Key Negotiating Processes,
Continued
• Forms of agreement—specific or broad (EX 3.5)
• Team organization—a team or one leader
STEP 2: BUILDING THE STEP 2: BUILDING THE RELATIONSHIPRELATIONSHIP
• No focus on business • Partners get to know each other• Social and interpersonal exchange• Duration and importance vary by culture
STEP 3: EXCHANGING STEP 3: EXCHANGING INFORMATION AND THE INFORMATION AND THE
FIRST OFFERFIRST OFFER
• Task-related information is exchanged
• First offer
STEP 4: PERSUASIONSTEP 4: PERSUASION
• Heart of the negotiation process• Attempting to get other side to
agree to a position• Numerous tactics used
VERBAL AND NONVERBAL VERBAL AND NONVERBAL NEGOTIATION TACTICSNEGOTIATION TACTICS
• Promise• Threat• Recommendation• Warning• Reward• Punishment• Normative appeal
Negotiation Tactics, Negotiation Tactics, ContinuedContinued
• Commitment• Self disclosure• Question• Command• No• Interrupting
““DIRTY TRICKS” IN DIRTY TRICKS” IN INTERNATIONAL INTERNATIONAL NEGOTIATIONSNEGOTIATIONS
Dirty tricks are negotiation tactics that pressure opponents to accept unfair or undesirable agreements or concessions
PLOYS/DIRTY TRICKS - PLOYS/DIRTY TRICKS - POSSIBLE RESPONSESPOSSIBLE RESPONSES
• Deliberate deception - point out what is happening
• Stalling - do not reveal when you plan to leave
• Escalating authority - clarify decision making authority
• Good guy, bad buy routine - do not make any concessions
• You are wealthy and we are poor - ignore the ploy
• Old friends - keep a psychological distance
Ploys/Dirty Tricks, Continued
STEPS 5 AND 6: STEPS 5 AND 6: CONCESSIONS AND CONCESSIONS AND
AGREEMENTAGREEMENT
• Final agreement: The signed contract, agreeable to all sides
• Concession making: requires that each side relax some of its demands
STYLES OF CONCESSIONSTYLES OF CONCESSION
• Sequential approach
–Each side reciprocates concessions
• Holistic approach
–Concession making begins after all issues are discussed
BASIC NEGOTIATION BASIC NEGOTIATION STRATEGIESSTRATEGIES
• Competitive– The negotiation as a win-lose game
• Problem solving– Search for possible win-win situations
COMPETITIVE OR COMPETITIVE OR PROBLEM SOLVING PROBLEM SOLVING
INTERNATIONAL INTERNATIONAL NEGOTIATIONNEGOTIATION
• Cultural norms and values may predispose some negotiators to one approach (EX 3.10)
• Most experts recommend a problem solving negotiation strategy
THE SUCCESSFUL THE SUCCESSFUL INTERNATIONAL INTERNATIONAL
NEGOTIATOR: PERSONAL NEGOTIATOR: PERSONAL CHARACTERISTICSCHARACTERISTICS
• Tolerance of ambiguous situations • Flexibility and creativity • Humor• Stamina • Empathy