Chapter 10: Taking Negotiation Talents Global

During socialization, individuals pickupknowledge, ideas, values, beliefs, phobias,and anxieties of their society
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Chapter 10: Taking Negotiation Talents Global Taking NegotiationTalents Global Chapter10 Outline ImportanceofCulture GlobalMindSet EstablishingTrust Collectivismvs.Individualism CulturalDimensions ImportanceofManners–Etiquette RoleofEmotion FamiliarityofCulture RulesforCrossCulturalNegotiation Importance of Culture Patternsofpersonalityexistforgroups sharingacommonculture Duringsocialization,individualspickup knowledge,ideas,values,beliefs,phobias, andanxietiesoftheirsociety Mostculturalnormsareabsorbed subconsciously Crossculturalnegotiationsrequireextensive intelligencegatheringandflexibility Global Mind-Set ImportanceofPatience • Crosscultural agreementstypicallytake longer • Timemaynotbelinear– butpolychronicor circularwithno beginningnorend Identifytypesof strategiesortactics thatmaybeutilizedin variouscultures Establishing Trust NegotiationProcesses Nontask Task-related Persuasion, Concession &Sounding Information compromise Agreement(rapport) Exchange Collectivist vs. Individualist Collectivism–groupsolidarity,loyalty andinterdependenceamongmembers (e.g.Asian&LatinAmericancultures) Individualism–independenceisvalued alongwithattentiontodetailand control(e.g.US,UK) Cultural Dimensions Culturaldimensionsmayimpingeon thedecisionprocessesofnegotiators Masculinityfemininity • Uncertaintyavoidance • Powerdistance • Individualism • Masculinity - Femininity Masculineculturesvalueassertiveness, independence,taskorientationandself achievement Feminineculturesvaluecooperation, nurturing,relationshipsandqualityoflife Moremasculinecultures(e.g.Japan,Latin America,Austria)maypursueawinlose negotiatingapproach Uncertainty Avoidance Levelofdiscomfortfeltinthefaceof riskandambiguous,uncertain situations Cultureswhoarecomfortablewithrisk requirelessinformation,havefewer peopleinvolvedindecisionmakingand actmorequickly(e.g.US) Power Distance Acceptanceofauthoritydifferences amongpeople • Highpowerdistanceculturesarestatus consciousandrespectfulofageand seniority Lowerpowerdistanceorientations greatertendencytomakedecisionsin aconsultativestyle Individualistic Cultures Valueindependenceofthinkingand focusontaskissuesoverrelationship • Goalsofselfactualizationandself motivationarevalued • Peoplespeakforthemselves Collectivistculturesvaluesavingface, protectingtheirgroups Importance of Manners - Etiquette Engageinintelligencegatheringto uncovertherequiredorexpected etiquetteofyournegotiation counterpartasdictatedbysocial normsorculture • Giftgiving • Presentingbusinesscards • Learnphrasesorwordsintheirlanguage Role of Emotion Emotionalstatesaffecthowwe interpretactionsofothersandhowwe processinformation Nonverbalcuesorresponsesmaynot beinterpretedsimilarlyinallcultures Familiarity of Culture Lowculturalfamiliarity–employanagent, advisorormediator Moderateculturalfamiliarity–adaptto another’scultureandarrangeablendofboth Highculturalfamiliarity–negotiatorcan unilaterallyadopttheotherside’sculture(do astheRoman’sdo) • Transcendculturalboundaries • Actmoreasindividuals • Createeffectsymphony Rules for Cross-Cultural Negotiation Gatherintelligence–learn  Establishcredibilitybutdo asmuchaspossible notboast Preparefordifferences  Bepatient abouttime,punctuality,and  Prepare,prepare,prepare logicalprocess  Ifmisunderstandingsoccur, Relationshipsareimportant slowdown.Seektofind Don’tseekcompromiseas commongroundandutilize theanswertoimpasse framing automatically  Utilizethevarious Hireaskilledinterpreterand negotiationstrategiesto practicewiththem achievewinwinoutcomes