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1、 Chapter 7 International Negotiation What is negotiation? party A bargaining party B solutionCulture ACulture B International negotiationSteps in international negotiationStep 1: PreparationnConsider some questionsnAnticipate cultural differences QuestionsnDetermine if the negotiation is possible nK
2、now exactly what your company wants from the negotiation nKnow the other side nSend the proper team nAgenda nPrepare for a long negotiation nEnvironment nStrategy Cultural differences Negotiation goalForming a relationshipSigning the contractU.S.A.China, Japan personal communication styleformalinfor
3、malChina,NigeriaSpainAustraliaU.S.A. Communication styledirectindirect sensitivity to timelowhigh Team organizationA teamOne leaderChina,JapanRussiaU.S.A.Step 2 : Building the relationshipnPlacenDurationStep 3: Information exchange Step 4: PersuasionnVerbal and nonverbal negotiation tacticsn“Dirty T
4、ricks” in international negotiationsVerbal negotiation tacticsnPromisenThreatnRecommendationnWarningnRewardnPunishmentnNormative appealnCommitmentnSelf-disclosurenQuestionnCommandnRefusalnInterruption Nonverbal TacticsnDistancenDowncast eyesnSilence “ Dirty Tricks”nDeliberate deceptionnStallingnEscalating authoritynGood-guy, bad-guy routinenYou are wealthy and we are poornOld friendsStep 5,6: Concessions and Agreement concession makingSequentialapproachHolisticapproachNorth AmericaAsianForms of agreementspecificgeneralU.S.A.Japan
