1、Chapter 11Intercultural Negotiation Components*Objectives Understand the elements of cross-cultural negotiation Consider stereotypes that affect intercultural negotiations Take into consideration comparative negotiation styles Identify characteristics of effective negotiators Understand the importan
2、ce of protocol in intercultural negotiations Understand how group and individual orientation,face-to-face strategies,and the media affect negotiations Understand how personal constructs affect negotiations*Cross-Cultural Negotiation Components The players and situation Cultural noise National cultur
3、e Power and authority Perception Interpreters and translators Women as international negotiators Environment Relationship and substantive conflicts*The Players and the Situation Determine background of the players Ascertain expectations of negotiators Determine negotiating style Determine role negot
4、iators have played in the past Provide an environment free of tension,conducive to exchange of ideas,and problem resolution*Cultural Noise Anything that distracts or interferes with the message Low-or high-context Arguments-emotional or logical Trust based on laws or friendship High or low risk take
5、rs View of time Authoritative or consensual decision-making style Agreement-oral or written*National Culture Patterns of personality Governance structure Integrate negotiators interests National culture is only one of the cultures we all carry within ourselves;other cultures include:professional,soc
6、ial class,ethnic,regional,gender,and organizational*Power and Authority Power is the ability to influence others.Power has to be accepted to be meaningful.Authority is the power to give commands.Balanced authority allows each partner to share the decision-making role.Authority advantage one partner
7、claims superior resources or superior position.*Perception Process used to ascribe meaning to the environment.Perception is culturally based.Stimuli have both a physical size and socioenvironmental meaning that can be different for each individual within and across cultures.*Interpreters and Transla
8、tors Language is a key factor in negotiations.Using interpreters and translators can be both positive and negative.Interpreters and translators tend to slow down negotiations.Conveying the intended message is often difficult.*Women as International Negotiators Women are viewed differently around the
9、 world as equals or as window dressing.Research confirms that women have an advantage over men during international negotiations,especially when it comes to reading nonverbal messages.Women are often viewed as less threaten-ing and less competitive than men an advantage in problem-solving situations
10、.Women make successful negotiators because of their patience,social skills,understanding,and interpersonal skills.Suggestions for Women Negotiators Dress professionally;simple elegance in attire in traditional,conservative colors and styles is recommended.Become knowledgeable about issues to be disc
11、ussed.Expand your knowledge of the language of your foreign counterparts.Research customs of the country with which you plan to conduct business.Behave professionally,be patient,show respect for the host culture and its customs,demonstrate a cooperative attitude,and have a sense of humor(Axtell,Brig
12、gs,Corcoran,&Lamb,1997).*Environment Home court advantage having access to information and human resources and the knowledge that visitors will be more polite and less assertive on someone elses turf.Details to consider when selecting the negotiation location include formal or informal atmosphere an
13、d physical arrangement of the room.Seating arrangement is a consideration;title and rank are important in some cultures.*Relationship and Substantive Conflicts Relationship conflicts-issues of long-term friendships or partnerships Substantive issues-use and control of resources Cognitive dissonance-
14、mental conceptualization differences Gestures,tone of voice,and cadence complicate translation situations*Stereotypes That Affect Intercultural Negotiations Disparities exist between the way U.S.people view themselves and the way they are viewed by foreigners.U.S.people view themselves as informal,f
15、riendly,egalitarian,direct,efficient,goal oriented,resourceful,individualistic,and enthusiastic.Foreigners view U.S.people as too familiar,insensitive to status,blunt,obsessed with time,work oriented,self-absorbed,driven,and deceptive.*Comparative Negotiation Styles A successful negotiator within a
16、culture may not be successful in another culture.A successful negotiator needs to be able to ascertain the viewpoint of the opposition.Successful negotiators need to be able to adjust their behavior appropriately.Comparative Negotiation Styles U.S.Americans 2 to 3 on the team,competitive,get directl
17、y to the task.Japanese 4 to 7 on the team,value harmonious relationships,and take longer to get to the task.Arabians 4 to 6 on the team,value relationships,and take a long period to establish rapport.Mexicans 2 to 3 on the team,emphasis on relationships,less emphasis on technology.*Characteristics o
18、f Effective Negotiators Effective negotiators are observant,patient,and adaptable mentally sharp good listeners;think before they speak do their country homework praise what is praiseworthy and refrain from criticizing the other side keep their promises and negotiate in good faith*Importance of Prot
19、ocol in Intercultural Negotiations Three protocol types:Tribal Collective Pluralist All cultures share the need for honesty,courage,respect for human dignity,fairness,and love;however,these have different meanings in different cultures.Reality is not always the same in every culture.*Group vs.Indivi
20、dual Orientation Group orientation Your identity belongs to the group Decisions reached by consensus Contracts are flexible Individual orientation Your identity belongs to you Decisions can be made by individuals Contracts are inflexible*Face-to-Face Strategies Negotiating in person rather than thro
21、ugh the mail,fax,telephone,telegraph,lawyers,or other intermediaries Face-to-face negotiators behaviors Irritators Counterproposals Argument dilution Reviewing the negotiation*Role of Media Media may support or tear down.Media is a culture with cultural biases.Media members tend to have a stereotypi
22、cal view of business.Media see other cultures through the bias of the U.S.perceptual grid.Advertisers use media to get dollars.Movies promote stereotypes.*Personal Constructs An individuals belief system and attitudes Differs within a culture as well as between cultures Expectations based on learned
23、 life experiences Adaptability is important to success Adages“Birds of a feather flock together”“When in Rome,do as the Romans do”*Negotiation takes place within the context of the Four Cs:Common Interesteach party has something the other wants Conflicting Interests-include payment,distribution,prof
24、its,contractual responsibilities,and quality Compromiseareas of disagreement Criteriaconditions under which the negotiations take place*Mindsets Mindsets are controlled by language and culture.Acknowledge that the other side is also having mindset difficulties in the negotiation.People can alter the
25、ir strategies based upon their first-hand knowledge and adaptability.*U.S.Negotiators Focused on completing the deal Profit oriented and direct Personal relationships with those with whom they are negotiating are unimportant Work during meals,golf,at any time Tend to be informal Individually oriente
26、dBrazil Brazilians are rather emotional;they are a nonconfrontational and face-saving culture.Their negotiation style is indirect.Brazilians are a risk-averse culture;they may reveal a play-it-safe attitude during negotiations.Brazilians are flexible when it comes to solving problems and look for wa
27、ys to reach a resolution.*Canada Two groups:the Anglophones and the Francophones Well informed and analytical Sense of self-determination Trust is an important component Individually oriented Mixture of tribal and pluralistic*United Kingdom Objective,matter of fact about negotiations Tend to underst
28、ate their position Individualistic but company policy followed without question Relationships not necessary Very deadline oriented*France French would expect negotiators to have the correct social and educational background and the authority to make decisions.A relationship will help negotiations.Fr
29、ench enjoy debates,they are indirect.Quality is more important than speed.The French are individualistic and prefer face-to-face negotiations.Mealtime is not a time to talk business.*Germany Permanent and stringent contracts No-nonsense negotiators Relationships not necessary Individualistic and pre
30、fer face-to-face negotiations*Japan Japanese want a win-win situation.Negotiation takes place away from the negotiation table.Relationships are important.Need as many team members as the Japanese-matched for position.Group-oriented,consensus oriented.Prefer face-to-face negotiations.*Mexico Relation
31、ships and connections are very important.Senior executives make the decisions.Time is fluid.Emotional arguments are considered to be persuasive arguments.Strategies are more win-win.Neutral sites are preferred.Leave room to bargain.*The Netherlands The Dutch are averse to chaos;they are very organiz
32、ed.The Dutch are direct and pragmatic.Decisions are based on consensus.The Dutch will tend to move fast and will expect you to move fast also.*South Korea Rank and status are very important;need to match the South Korean team.Harmony is important.South Koreans can be direct,express emotion,and use aggression.One needs to be introduced and develop a relationship.South Koreans are collectivistic.
