Sebenius 2002 - Click to edit Master subtitle style 7/7/11...

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Unformatted text preview: Click to edit Master subtitle style 7/7/11 The Hidden Challenge of Cross-Border Negotiations By James K. Sebenius Presented by: Christine Gattoni and Thomas Gonzalez 7/7/11 What is Interesting? Decision making and governance processes differ from culture to culture in terms of behavior and core beliefs Not understanding 7/7/11 { 4 B 3 F 2 A 4 -C 6 2 -4 C 5 0 -A 3 B 2 -E 3 4 9 3 9 0 8 C 8 7 } Map the players and the Process e the players? nces that can make or break a deal? { 5 6 F 6 9 1 9 -7 9 0 1 -4 9 E 1 -9 A C 4 -F B 2 9 0 8 A 5 C 2 } Adapt your Approach { 8 C 2 F 0 E B 2 -8 6 9 5 -4 C A 9 -B F 3 -2 6 4 D 2 F 8 D 6 5 9 1 } How are decisions made in the countr ecides what? { 5 3 A D D D A 1 -9 3 9 6 -4 C A 2 -A 7 B 3 -A 0 9 6 4 F 5 D 1 2 1 B } ave authority or does an organization make decision? What is Interesting? 7/7/11 { 8 B 1 D A 7 0 4 -7 4 B F -4 5 7-B 3 4 6 -5 A 2 4 E 0 C 7 E C E A } Who are the players? { 9 7 2 B 6 8 E D -8 D B 8 -4 0 1 0 -8 9 A 4 -9 D 0 F B 1 A C D 2 F 3 } ow who are the key players who make the decision { 2 C E 9 2 D 0 -E 6 2 -4 D 6 0 -A F 7 A -F A 0 E 9 4 7 2 1 B 4 A } More importantly, know who are the extra players who influence the deal often less obvious abroad { 3 8 C D B 0 7 A -2 E 1 -4 F 0 C -B 6 E 5 -F 8 8 5 1 2 F 3 A C 7 } Who decides what? { 8 A 9 3 C 0 F -A D C 7 -4 F 1 -B 2 B-4 1 3 C D 6 B 4 7 1 A 2 } Understand each players role and who own { D 0 F C 4 D 5 8 -7 E 2 -4 2 D 2 -8 6 2 6 -7 5 1 0 A 3 6 B E 6 E B }...
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This note was uploaded on 07/02/2011 for the course MGSC 487 taught by Professor Jayaram during the Spring '10 term at South Carolina.

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Sebenius 2002 - Click to edit Master subtitle style 7/7/11...

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