Fundamentals of International Negotiation

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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