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CH. 7, NEGOTIATING GLOBALLY

CH. 7, NEGOTIATING GLOBALLY. By Nancy Adler. I. NEGOTIATING GLOBALLY A. STYLES OF PERSUASION Vary from culture to culture No universal negotiation process B. INFLUENCE SOMEONE TO CHANGE Have different needs Try to reach agreement C. 50% OF MANAGER’S TIME Cultural differences

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CH. 7, NEGOTIATING GLOBALLY

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  1. CH. 7, NEGOTIATING GLOBALLY By Nancy Adler

  2. I. NEGOTIATING GLOBALLY • A. STYLES OF PERSUASION • Vary from culture to culture • No universal negotiation process • B. INFLUENCE SOMEONE TO CHANGE • Have different needs • Try to reach agreement • C. 50% OF MANAGER’S TIME • Cultural differences • Communication difficult

  3. E. SINGLE MOST IMPORTANT GLOBAL SKILL • D. WHEN TO NEGOTIATE • Power position is low, trust is high • Have sufficient time • Commitment is important, not mere compliance • II. NEGOTIATING SUCCESSFULLY:PEOPLE, SITUATION, AND PROCESS • A. QUALITIES OF A GOOD NEGOTIATOR • US: preparation, thinking under pressure • Japanese: dedication, perceive and exploit power • Chinese: persistence, win respect • Brazilian: preparation, thinking under pressure

  4. Buyer/seller relationship • Japanese: buyers get most of what they want • Buyers then take care of sellers • Amae – indulgent dependence • US: buyers and sellers take care of themselves • B. NEGOTIATION CONTINGENCIES: CHARACTERISTICS OF THE SITUATION LEADING TO SUCCESS OR FAILURE • Location: meet at own or neutral location • Physical arrangements: sit side-by-side,face problem together • Participants: individual or team • Time limits: used against US • Status differences: age, rank,US insults others

  5. III. NEGOTIATION PROCESS • A. NEGOTIATION STRATEGY: A CULTURALLY SYNERGISTIC APPROACH • Separating the people from the problem • Focusing on interest, not positions • Insisting on objective criteria • Inventing options for mutual gain • B. STAGES OF A NEGOTIATION • Planning • Interpersonal relationship building • Exchanging task-relatedinformation • Persuading • Making concessions andreaching agreement

  6. IV. NEGOTIATION TACTICS • A. VERBAL TACTICS • Initial offers • Range of tactics • B. NONVERBAL TACTICS • Silence • Conversational overlaps • Facial gazing • Touching • C. DIRTY TRICKS • D. WHOSE STYLE TO USE?

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