Flashcards in 7: Cross Culture Negotiation Deck (10)
Minimise through goodwill, behaviour and social controls
Minimised through competence trust, output and social control
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
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
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)
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.