International Negotiation Flashcards
(24 cards)
What is typical for dignity culture?
Honest, say what we think, efficient is key, time is important and keep it professional
What is typical for face culture?
Important to not lose face, indirect communication, respect. Guang-xi (harmony, relationships, I own you one) is important and symbolise the importance of mutual benefits. Develop the personal relation before the project. Good example is Canwall in China (lack of relation, long time away, and a lot of pleasure before business even if they like facts)
What is typical for honor culture?
Respect and honor for family and religion, protected by defensive and directness if not respected. Relation before project as well. If In shallah is mentioned, this will be mean that no decision will be taking today.
Cultural tendencies and assumptions when negotiate global. Why?
Not all Danes are the same, and that applies for all
What is the two components for a global mindst?
Cosmopolitanism: diversity is an asset, be willing to experience the cultural differences instead of thinking of “home” - imagine no home
Cognitive complexity: see the many aspects of an issue via different perspectives
How to start the negotiation?
Find the lowest bottom line: maybe all speak english?
What is important keeping in mind when negotiation with the Middle East culture?
Middle East states are Islamic countries. Showing disrespect for religion could have disastrous consequences. Left hand and the sole under the shoe is unclean and should not be shown, and don’t touch the head of anyone or point.
When does Middle East Cultures prefer to establish bonds?
Prior closing any deals. Building lasting and trusting relations are important. Business relationships in this country exist between people, not necessarily between companies.
Is In Shallah a good sign if someone says? What does it mean?
If god will. No, means normally thay no decision will be taken today. Remember the importance of hierarchy of status, rank and age in this culture.
How to communicate with Middle East?
Quiet and in gentle tones. Raised voice indicates anger. General indirect communication but with eye contact always, it shows trust
What is two advises for success in Arabic countries?
- Right attitude and respect.
- Have patience and a lot of time.
Does Indian people like to negotiate?
They love bargaining and negotiation! In India, nothing has prices and negotiation are done to the level of the individual vegetable purchase . It is a part of their culture!
What is normal when negotiate in India?
- Say TOO HIGH a lot
- Nothing is labeled. Everything is negotiated.
- Make them show a lot of products but act like you only are gonna buy one thing
- Wait for the pad of paper = this means the negotiation are getting serious
- If the sales guy is smiling when you leave, guess who won :D
Are there differences within India as well? How?
Yes. Government andmanufacturing sectors (public) are more traditional, but private and faster-moving technology/service companies are more open to new. Southern India are more sober and conservative, Northern are more extroverted and open
Does India belong to the face culture?
Even if not as critical as China/far East countires, it is still important to saving the face for Indians.
How to communicate with the Indians?
They love to be close (no matter how much Garlic involved), politeness and respect is important but the respect depending on age, status and rank. Gentle tones is good and does not indicate lack of confidence, but respect.
What is the key principles for negotiation in China
Relationships and relationships are based on familiarity, respect, and personal trust.
What is the Chinese concept called and what does it mean?
Guanxi, and it means mutual obligations and that “I own you one” and strong commitments. It helps to open doors and solve problems that would otherwise be very difficult to master. On the other hand, when you not complete your obligation, your whole guanxi group collapsed
Is laget eller jaget important when doing business in China?
You do business individuals or groups of PEOPLE, not between COMPANIES. They trust YOU, not your company and therefore the development of relations before making business is important
(Canadian Canwall in China case example)
Is the government involved in Chinese business?
Yes, not as much as before, but still a lot. It is important what the government thinks is before try to enter the Chinese market
Why is a wedding in the Western comparable to negotiation in China?
The difference between the contract and relationship is that a relationship is meant to be forever, a contract only for a period of time. In China they want to know that you will be the partner together, as in a long term a marriage and have mutual benefits for life
What is a big difference between China and Western dealing with issues?
In western, the important thing is unsolved issues and the future. In China the focus is on solved things and what is good now, gods may decide something differentfor the future
What is important when negotiate when Russia?
- Never call Russia for a developing country
- Strong cultural pride, suspicion and trust issues can make misinterpretation easy
- Changes is bad (but don’t hide it, be direct, clear, open, blunt and express personal feelings even if it not your style)
Are honor and face cultures happy for changes?
Face and honor cultures adjust more slowly but are culturally stable.
