National Negotiating Styles
Communication
Attitude
On time
Is defined as the way persons from different cultures behave in negotiations.
There is a strong link between a person’s culture and his negotiating style.
Perception
selecting, and interpreting stimulusi
stimulus for the other negotiator who then screens it, selects its key elements and tries to interpret them
Attention
Recognition
Translation
Behavior
Negotiator b
Behavior
Negotiator A
How culture affects negotiation
Each individual is emerged in many cultures which influence his negotiating behavior.
lenguague
It is essential not to overestimate their influence
on international negotiation.
Not everything is negotiable
Interests and
priorities
Norms, Beliefs, and Values
Culture
Susome cultures exist within
countries whereas the others extend across the bordersbtopic
corporate, family and professional cultures and each of them can
influence negotiating behavior
transmitted norms, beliefs, and values influencing the
behavior of individuals in a given community
set of attributes
preserved in time
and transmitted from one generation to another
Advice for International Negotiators
It is very important to show
respect for the other party before starting negotiation
direct language
Precision and clarity
fast evaluation
not mix personal with business
Recognize that the other party may not share your view of what constitutes power
The negotiator’s level of familiarity with the counterpart’s culture.
The counterpart’s familiarity with the negotiator’s culture.
The possibility for explicit coordination of approaches.
power of alternatives vs. power of
status
