 | ||
| ||
|
Definition of Negotiation "reaching the most satisfactory outcome for ALL concerned" |
|
|
Cross Cultural Negotiation
Cross cultural negotiation needs to take into account the differences in culture if negotiations and hence business, is to be successful. Some would maintain that culture is inconsequential to negotiation across different cultures, and have you believe that as long as a proposal is financially attractive it will succeed. However, this way of approaching international business is soon seen to be fundamentally flawed. As an example let's take a look at two negotiators dealing with the same potential client organization in the Middle East. We will assume that both have completely identical proposals and packages. The first one of the negotiators disregards the importance of cultural differences in the negotiation. This is an example of the mistaken belief that the proposal will speak for itself. The second negotiator understands the relevance of cultural differences and undertakes some research into how the potential client will approach the negotiation. He sets out to learn about the culture, beliefs, etiquette and approaches to conducting business in this part of the world. When you compare these two scenarios you will see that in ninety-five percent of cases the second negotiator has created a significant advantage and will succeed where the first will fail. This is mostly because they have endeared themselves more to the client's negotiation team and they have been able to tailor their negotiating position in a way that is most likely to create a positive outcome. If you do get involved in cross cultural negotiation these are some of the areas that are most commonly misunderstood: Eye Contact In the US, UK and much of northern Europe, strong, direct eye contact for about 60% of the time conveys confidence and sincerity. Any longer and it turns into hostility or possibly lying. In South America it is also a sign of trustworthiness. However, in some cultures such as the Japanese and in many African countries, prolonged eye contact is considered rude and should be avoided. Personal Contact In Europe and North America, business people will usually leave a certain amount of distance between themselves when interacting. Touching only takes place between friends. Distances are dictated by the closeness of the relationship or even by rank. In South America or the Middle East, business people are much more tactile and like to get up close. In Japan or China, it is not uncommon for people to leave a gap of four feet when conversing, even more when there is a distinct age difference. Touching only takes place between close friends and family members. Time Consciousness Western societies are very time-driven. Time is money and punctuality is essential. In countries such as Japan or China being late for an appointment would be taken as an insult and destroy the basis of trust needed to negotiate successfully. However, in South America, Spain, Portugal and the Middle East, being on time for a meeting does not carry the same sense of urgency and you may find yourself waiting. Do not reprimand your client or make your displeasure known if you wish to negotiate. Upon Meeting Most international business people meet with a handshake, whereas in Japan equals will below to each other first. In some countries the handshake is not appropriate between different genders. Consider also that some people may view a weak handshake as sign of weakness whereas others would perceive a firm handshake as aggressive. Should people be addressed formally or by some other means: always err on the side of formality if you are unsure. Exchanging Gifts In Japan and China exchanging gifts is an integral part of doing business whereas in the US or UK, it has connotations of possible or bribery. All the above in one way or another will impact cross cultural negotiation and can only be learnt through studying the customs of the country you are visiting. Doing or saying the wrong thing at the wrong time, poor communication and cross cultural misunderstandings can all have disastrous consequences. There are a further group of associated issues that need to be considered before entering into cross cultural negotiation. The status of the relationship is one of the most important. The Business Relationship In much of Europe and North America, business is wholly contractual in nature. Personal relationships are seen as unhealthy as they can cloud objectivity and lead to complications. This means you can negotiate with your enemies as well as your friends. In South America and much of Asia, India and Middle East business is personal. Partnerships will only be made with those they know, trust and feel comfortable with. It is therefore necessary to spend time building relationships before attempting to conduct business. Negotiation Styles By tailoring your behaviour and the way you approach the negotiation you will succeed in maximising your potential for a successful cross cultural negotiation. Return to Negotiation Tips Home Page
MORE RESOURCES:
Google News |
|
|
|
RELATED ARTICLES The Most Powerful Persuasion Skill Youll Ever Learn Criteria ElicitationThis is without a doubt the most important persuasion skill that you can learn. If you'll learn to apply this to every situation in which you find yourself you'll be amazed at the positive results! Many of the hypnotic skills I'll be sharing with you have a parallel in old sales training techniques. Games are a Reflection of Behavior You are standing on a small stage yelling, "What's the name of the game?!""Win as much as you can!!!" comes roaring back."Who's responsible for your score?!""I am!!"The audience is composed of ninety men, all prisoners in a federal maximum security prison. Determine Your Rate And Negotiate Carefully With Unreasonable Clients Consultants who offer executive assistant or computer services on a virtual basis must know their value and be prepared to gauge their billable rate to meet the circumstances.At some point everyone encounters potential clients who expect professional work at rates that are less than appropriate. Ask for More - You May Get More If you are involved with sales, how do you feel when you hear phrases such as, "Can you do anything about your price?" or, "You'll have to do better than that." and variations on these? Does a cloud or two cross the sun? You start to think, "here we go again?. 7 Tips for Bartering Products and Services What better way to gain a new customer than by getting something you need in return? The following are tips to help you use bartering correctly, and make it a good experience for both you and who you are bartering with.1. The Art of Negotiation in 535 words I want to get better at negotiation, but where to start? UK Amazon currently has 2332 books on negotiation. Google indexed nearly 4 million relevant (yeah right) pages. Do You Want a Paycheck or a Passion? 10 Qualities Managers are Looking for in Hiring You Based upon my research of over 300 managers in the last two years, I have found what qualities are most important to hiring managers.You will be in a more competitive advantage if you do a self-assessment to determine if you possess these qualities. 30 Tips for Keeping Meeting Expenses to a Minimum Money makes the world go 'round. And when it comes to meeting planning, money can probably get you whatever you want. Win-Win Power Negotiating Let's talk about win-win negotiating. Instead of trying to dominate the other person and trick him into doing things he wouldn't normally do, I believe that you should work with the other person to work out your problems and develop a solution with which both of you can win. Are You Scaring Away Potential Customers? When you are trying to make a sale and ask someone to fill out a credit application and new account form, do your potential customers turn around and run to the competition?Author Michelle Dunn, in her new book "Become the Squeaky Wheel," explains how you can avoid scaring customers away and keep them coming back. First, find out what your competition is doing, do they have a credit policy? If they do, what is included? What does their credit application look like? How many forms do new customers have to fill out? Do they have good paying customers? Look online, a lot of business website will have their credit applications available online. Barter: Its Not Just for Doctors Anymore Time was, in the country, the local "doc" was as likely to get paid with a couple of chickens as a couple of dollars. Doctors these days won't stand for that, of course, but while some people have moved completely away from barter and stayed there, others have embraced it wholeheartedly. What Are The Four Types Of Negotiating Outcomes? Negotiating outcomes are the types of results that can happen at the end of a negotiation. All negotiations end up with one out of four possible outcomes: one party wins and the other loses, both parties lose, they get stuck in a stalemate, or both end up winning. Negotiating Tactics: How To Strike A Negotiable Opening Shot There is no right or wrong to fire up your opening negotiation.. National and Cultural Negotiation Style Cultural and national negotiation styles reflect communication behaviors and the priorities of that culture. Priorities such as trust, teamwork, non-confrontational situations, and openness are all along a sliding scale with each culture. Avoiding and Accomodating in Negotiation The avoiding approach to negotiating is characterized by losing, leaving, and withdrawing. No commitments are made, and behavior is impersonal. Negotiations: The Art, Science, & Sport of Online Deals Negotiations can seem as complex as physics, and in fact, people go to college to study the science of negotiating just as they would the laws of nature. At the same time, negotiation is like an ancient art form, some sort of Zen mental jujitsu. Resolve Conflict In 6 Easy Steps - The BEDROL Method The principles of Negotiation can work for you in any situation, but often people ask me, "Well, its often a fact that conflict happens unexpectedly. What if I don't have time to prepare? Can negotiation skills be used on the spur of the moment?" The answer is YES. Four Ways To Work Out Business Disputes Business owners have four options to resolve disputes with partners, vendors or customers. Each option is based on different assumptions, and entails a different cost. How To Deal With A Complainer How To Deal With A ComplainerA Complainer Is Characterized by:1. Dissatisfaction in their personal life2. How to Change Somebody's Mind Believe me, it's not easy! And sometimes, it doesn't work at all.But while researching my book on how to produce more memorable writing, I stumbled upon these "mind changing" ideas from multiple sources.
|
|
Home | Site Map | Disclaimer | Privacy Policy | CCL WebServices |
| © Career Consulting Limited 2010 |