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- Taking
Negotiation
Talents Global
Chapter 10
- Outline
Importance of Culture
Global MindSet
Establishing Trust
Collectivism vs. Individualism
Cultural Dimensions
Importance of Manners – Etiquette
Role of Emotion
Familiarity of Culture
Rules for CrossCultural Negotiation
- Importance of Culture
Patterns of personality exist for groups
sharing a common culture
During socialization, individuals pickup
knowledge, ideas, values, beliefs, phobias,
and anxieties of their society
Most cultural norms are absorbed
subconsciously
Crosscultural negotiations require extensive
intelligence gathering and flexibility
- Global Mind-Set
Importance of Patience
• Crosscultural
agreements typically take
longer
• Time may not be linear –
but polychronic or
circular with no
beginning nor end
Identify types of
strategies or tactics
that may be utilized in
various cultures
- Establishing Trust
Negotiation Processes
Nontask Task-related
Persuasion, Concession &
Sounding Information
compromise Agreement
(rapport) Exchange
- Collectivist vs. Individualist
Collectivism – group solidarity, loyalty
and interdependence among members
(e.g. Asian & Latin American cultures)
Individualism – independence is valued
along with attention to detail and
control (e.g. US, UK)
- Cultural Dimensions
Cultural dimensions may impinge on
the decision processes of negotiators
Masculinityfemininity
•
Uncertainty avoidance
•
Power distance
•
Individualism
•
- Masculinity - Femininity
Masculine cultures value assertiveness,
independence, task orientation and self
achievement
Feminine cultures value cooperation,
nurturing, relationships and quality of life
More masculine cultures (e.g. Japan, Latin
America, Austria) may pursue a winlose
negotiating approach
- Uncertainty Avoidance
Level of discomfort felt in the face of
risk and ambiguous, uncertain
situations
Cultures who are comfortable with risk
require less information, have fewer
people involved in decision making and
act more quickly (e.g. US)
- Power Distance
Acceptance of authority differences
among people
• High power distance cultures are status
conscious and respectful of age and
seniority
Lower powerdistance orientations
greater tendency to make decisions in
a consultative style
- Individualistic Cultures
Value independence of thinking and
focus on task issues over relationship
• Goals of selfactualization and self
motivation are valued
• People speak for themselves
Collectivist cultures value saving face,
protecting their groups
- Importance of Manners -
Etiquette
Engage in intelligence gathering to
uncover the required or expected
etiquette of your negotiation
counterpart as dictated by social
norms or culture
• Gift giving
• Presenting business cards
• Learn phrases or words in their language
- Role of Emotion
Emotional states affect how we
interpret actions of others and how we
process information
Nonverbal cues or responses may not
be interpreted similarly in all cultures
- Familiarity of Culture
Low cultural familiarity – employ an agent,
advisor or mediator
Moderate cultural familiarity – adapt to
another’s culture and arrange a blend of both
High cultural familiarity – negotiator can
unilaterally adopt the other side’s culture (do
as the Roman’s do)
• Transcend cultural boundaries
• Act more as individuals
• Create effect symphony
- Rules for Cross-Cultural
Negotiation
Gather intelligence – learn Establish credibility but do
as much as possible not boast
Prepare for differences Be patient
about time, punctuality, and Prepare, prepare, prepare
logical process If misunderstandings occur,
Relationships are important slow down. Seek to find
Don’t seek compromise as common ground and utilize
the answer to impasse framing
automatically Utilize the various
Hire a skilled interpreter and negotiation strategies to
practice with them achieve winwin outcomes
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