chapter 8.pptx - CHAPTER 9 NEGOTIATING INTERNATIONALLY THE NATURE OF NEGOTIATION The ‘western’ approach Negotiating is a problem-solving exercise

chapter 8.pptx - CHAPTER 9 NEGOTIATING INTERNATIONALLY THE...

This preview shows page 1 - 6 out of 16 pages.

NEGOTIATING INTERNATIONALLY CHAPTER 9
Image of page 1

Subscribe to view the full document.

The ‘western’ approach: Negotiating is a problem-solving exercise Focus is on what happens between parties Two types of negotiation strategy predominate: the distributive (win-lose) the integrative (win-win) strategy Implicit is the assumption that the participants in negotiations share similar approaches, attitudes and principles THE NATURE OF NEGOTIATION
Image of page 2
THE NATURE OF NEGOTIATION (CONTINUED) In an international context the assumptions and expectations of the west may not be shared Even if behaviour displayed by both parties is similar in nature, it may reflect different motives The very act of negotiating can be a concept which is fundamentally alien to other cultures, e .g. for Japanese negotiators. Meetings are to establish relationship ceremonial. The real negotiation is behind the scene
Image of page 3

Subscribe to view the full document.

Table   Facets of negotiation KEY FACETS OF NEGOTIATION Iron-cast deal or less explicit agreement Outcome orientations Work towards specific, concrete goals, or more towards principles, concepts Styles of negotiation Logical, finite process or ongoing dialogue Strategic time-frame Trust or mistrust as basis Negotiation strategies Underlying concept of negotiation Negotiation party’s degree of delegated decision-making, and (lack of) uncertainty. Willingness to take risks Formal power, (informal) influence Power orientation Harmony, self-interest Interpersonal orientation Behavioural predispositions of the parties. KEY CONCEPTS KEY ELEMENTS NEGOTIATION FACET Negotiation process
Image of page 4
CROSS-CULTURAL NEGOTIATION IN PRACTICE: THE USA AND CHINA (1) The USA sees the deal as the main objective of any negotiation
Image of page 5

Subscribe to view the full document.

Image of page 6
  • Fall '16
  • faheem
  • Stephen Weiss

What students are saying

  • Left Quote Icon

    As a current student on this bumpy collegiate pathway, I stumbled upon Course Hero, where I can find study resources for nearly all my courses, get online help from tutors 24/7, and even share my old projects, papers, and lecture notes with other students.

    Student Picture

    Kiran Temple University Fox School of Business ‘17, Course Hero Intern

  • Left Quote Icon

    I cannot even describe how much Course Hero helped me this summer. It’s truly become something I can always rely on and help me. In the end, I was not only able to survive summer classes, but I was able to thrive thanks to Course Hero.

    Student Picture

    Dana University of Pennsylvania ‘17, Course Hero Intern

  • Left Quote Icon

    The ability to access any university’s resources through Course Hero proved invaluable in my case. I was behind on Tulane coursework and actually used UCLA’s materials to help me move forward and get everything together on time.

    Student Picture

    Jill Tulane University ‘16, Course Hero Intern

Ask Expert Tutors You can ask bonus questions You can ask questions ( expire soon) You can ask questions (will expire )
Answers in as fast as 15 minutes