process as well
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The Negotiation Process
• Relationship building – taking time to build mutual trust before starting business discussions
– May require go-betweens – Be prepared to wait for the other party to start business
negotiations
• Exchanging task related information – during this stage each side makes a presentation and states its position, normally followed by a question-andanswer session
跨文化交际实用教程
Negotiation
• Management’s ability to negotiate productively effects their ability to implement strategies
• Negotiation is the process of discussion by which two or more parties aim to reach a mutually acceptable agreement
• Arabs use affective appeals based on emotions and subjective feelings.
• Russians employ axiomatic appeals – that is, their appeals are based on the ideals generally accepted in their society.
• Negotiating across borders is more complex because of the number of stakeholders involved
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The Negotiation Process
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– The kinds of demands that might be made – The composition of the opposing team – The relative authority that the members possess
• Develop a profile of their counterparts • They consider different variables during this
environment
• Managers must have an understanding of their own negotiating style
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Stage One - Preparation
• Managers should find out as much as possible about
5-3
Stage One – Preparation
• Negotiator must familiarize themselves with
– The entire context and background of their counterparts
– To the specific subjects to be negotiated – Differences in culture, language, and
– Stressful tactics
• Concessions and Agreements – at this point each side will make various concessions so that an agreement can be reached and signed
– Role reversal: showing an understanding of the other party’s viewpoint and needs
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5-6Βιβλιοθήκη The Negotiation Process
• Persuasion – during this stage both parties try to persuade the other to accept more of their position while giving up some of their own; there are recognizable tactics for this stage
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Profile of an American Negotiator
• Knows when to compromise • Takes a firm stand at the beginning of the negotiation • Refuses to make concessions beforehand • Keeps his or her cards close to his or her chest • Accepts compromises only when the negotiation is
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Understanding Negotiation Styles
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Understanding Negotiation Styles
• For North Americans, negotiations are businesslike; their factual appeals are based on what they believe is objective information, presented with the assumption that it is understood by the other side on a logical basis.