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Cross-Cultural Negotiation - chapter 5 - presentation slides W2011

Cross-Cultural Negotiation - chapter 5 - presentation slides W2011

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Cross-Cultural Negotiation Dr. Paul Mudde MGT466 1
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Stages of Negotiations Preparation Relationship Building Exchange of task related information Persuasion Concession and agreement 2
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Preparation Understand the following variables as they relate to the host  country negotiation process: Is the process competitive or a problem solving approach? Will the opposing negotiator be selected for experience, status  or authority, expertise, personal attributes…? What is the formal protocol used in negotiation? Procedures,  social behaviors, language used, etc. What level of complexity in communicative context is likely –  high or low level of nonverbal cues? What is the nature of persuasion? Rational arguments,  Emotion,  Tradition, Collective opinion 3
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Preparation What are the motivations and goals of the individual, company,  or community/political system? Is trust based on past experience, consistency with rules and  protocols, reciprocity? How will cultural differences affect the process and outcome? Use of time Decision-making processes & roles Who are the influential decision makers in the negotiation – when will they  be involved?
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