Communication
and International Negotiation
Table of Contents
Chapter Vignette
International Communication
Non-Verbal
Emotion
Competence
Negotiation
Principled Negotiating
American Negotiating Style
Intercultural Negotiating
Chapter Vignette
Asian trainee in New York
Misinterpretation
garage sale
US currency trader in Paris
Miscommunication
buy
International Communication
International Communication
perspective:
Macro and Micro
Classic Communication Model
Origination, the sender encodes the
message
Destination, the receiver decodes the
message
Overlapping of the field of experience
Understanding
Feedback
International Verbal Communication
Cultural Differences in Non-Verbal
Communication
Communication Relevant Cultural
Dimensions:
Expressiveness
High Contact Cultures
Low Contact Cultures
Emotions
Universal emotional cues:
anger, disgust, fear, happiness, sadness &
surprise.
Antecedents of emotions are culturally based
Individualism/Collectivism
Use of Space and Accessibility
Rely on Personal Judgement
Cultural Differences in Non-Verbal
Communication
Collectivism
Suppress Display of Emotion
Socially Prescribed Norms (Dating)
Use of Time
Gender Role Differentiation/Rigidity
Masculine role and values: Strength, speed,
assertiveness, competitiveness, dominance,
anger, ambition, etc
Antecedents and Elicitors of
Emotion
Cultural Differences in Non-Verbal
Communication
Feminine roles and values:
Emotionality, affection, compassion,
warmth, nurturing of the weak and
needy, etc.
Power Distance
Uncertainty Avoidance
Contextual Variations
High- Context Vs. Low Context
Communication Competence
Communication Competence:
Culture Specific : Degree of
adjustment local to patterns
Culture General: Certain
communication skills are universal
Communication Competence
Seven Communication Skills
Express Respect for Others and Their
Cultures
Respond to Others Non-judgmentally
Recognition of the Individual Basis of our
Knowledge
Empathy
Function Both in People Oriented and Task
Oriented Roles
Taking Turns and Not Dominating the
Interaction
Tolerate Ambiguity and Adjust to New
Situations
International Communication
Dos and Donts of Communication
With Foreigners
Intracultural Negotiation
Negotiation Skills
Bringing Your Own Perception In Line With
Reality
Finding the Other Sides Perceptions
Finding Ways to Favorably Alter The Other
Sides Perception
Hard Position (Confrontational)
Soft Position (Avoiding Confrontation)
Principled Negotiation
Four Factors of Principled Negotiation
(PN):
1. People
Separate People from The Problems
Reduce Emotional Overtone
Allow Others A Face Saving Position
2. Interests
Focus on Interests Not Position
Positions: What People Say They Want
Interests: Why They Want Them
Principled Negotiation
3. Options
Invent Options for Mutual Gains
4. Criteria
Insist on Objective Criteria
Three Stages of PN
Analysis
Prepare before Negotiation (Info. Pertinent to 4
factors)
Planning
How to Deal with the 4 Factors
Discussion
The Best Subject for Negotiation Regarding The
4 Factors
American Negotiation Style
Doing it Alone
Informality and Open
Communication
Foreign Language Skills
Persistence and Competitiveness
Win-Lose Orientation
Legalistic and Linear Approach
Intercultural Negotiations
Cultural Influences on
Negotiations
Deal-Focused Cultures
Relationship Focused Cultures
Negotiation Points to Remember