7: Cross Culture Negotiation Flashcards Preview

MaC > 7: Cross Culture Negotiation > Flashcards

Flashcards in 7: Cross Culture Negotiation Deck (10)
Loading flashcards...

Relationship risk

Minimise through goodwill, behaviour and social controls


Performance risk

Minimised through competence trust, output and social control


Global partnerships

Benefits: Promote growth, acquire new technology, respond to government pressures, take advantage of ER, respond to economics changes, gets closer to the clients, diversify operations and markets, opportunity for vertical integration

Challenges: overlook LT objectives, lack of LT commitment, resistance to keep personnel and technology, potential loss of local control, changing business conditions


Negotiation process

Planning – interpersonal relationship building – exchanging task related information – persuasion – agreement


Successful global partnerships

Compatibility of strategic goals and tactics, complimentary value creating resources, Complimentary organisational cultures, strong commitment to partnership, strong organisational capability


Negotiation types

Transactional: between buyers and sellers both aiming to achieve best outcome. Potential partners or allies.

Dispute: associate with organisational conflict, existing inference with ago. Addressing have a problem can be solved


Dimensions of conflict handling intentions

Importance of relationship x importance of outcome

Accomodate, collaborate, compromise, avoid, compete.


Factors to consider in negotiation

Egalitarian v hierarchal (structure)
PDI ( who makes decisions)
Achievement v ascription(who conducts)
High v low context (contract reliance)
Sequential v synchronic (timing of meetings)


Competitive negotiation

Each side tries to give as little as possible.

Begin with unrealistically high demands and make concessions only grudgingly.

Sometimes use dirty tricks to help them win.


Problem solving negotiation

Negotiators must seperate positions from interests.

Seek mutually satisfactory ground that is beneficial to the interests of both sides.

Long term mutually advantageous relationships.