Negotiation Tactics Negotiation tactics are an important aspect to consider when doing business in a cross-cultural environment. Negotiation or special communication that takes place shows how to reach the agreement and how to handle both common to conflicting interests between two or more parties (Denk-Helmond et al., 1996, pp. 42-60). Competition within a global setting, it is essential to recognize some of the typical negotiating tactics when working with people from different cultures. A negotiating process is a dynamic process which two parties, each with its objectives, seek a mutually acceptable agreement on a matter of common interest (Gorg, Hanley, Hoffmann, & Seric, 2017 pp. 187-194). Countries from Asia, North America, and Europe …show more content…
125). These differences include relationship development, negotiating strategies, and contracting practices. In the U.S., negotiating is a problem-solving technique through give and take based on respective strengths. They are not aware that the opposite side may have only one position on an issue. American negotiators are more direct than Asian negotiators, and sometimes even bring final contracts to first meetings with prospective clients. American negotiators will not hesitate to say no and even walk out of a meeting in the middle part of negotiations. Asians, like taking their time during the negotiation. Compared to Americans, which would rather not discuss personal matters during business negotiations because they view them as monochromic, sequential, and absolute and prompt (Johnson et al., 2006). Time is money which should be spent being efficient, that is why Americans make up their minds so quickly and decisively. Moreover, they tend to dislike periods of silence during …show more content…
The critical concept to success within the global supply chain is by respecting and understanding the different cultures, and not forcing American or personal beliefs upon foreign countries. For example, take cross-cultural negotiations are very complicated. When dealing with cultural factors, environments, languages, ideologies, and customs even the best negotiator miss something (Mintu-Wimsatt & Gassenheimer, 2002). The German perspective has no limit to perfection and improvements. For this reason, always remember when working with Germans, that they will make critical and constructive comments. The Germans believe that the remarks are necessary for improving or optimizing products, processes, and conditions. When it comes to pricing, culture can affect the negotiation by, for example, not knowing what price is acceptable. If the country has high bargaining margins, this can be a difficult task (Gulbro et al., 1996, pp. 27). In South America, price dumping, for example, is fair, while in Europe and Chile it is not (Mintu-Wimsatt et al., 2002). In Chile, it is a bad idea to set the price too high in the beginning, because people are not so used to bargaining as they are in Brazil. The business also needs to understand the local supplier’s needs and wants so that the risk with purchasing becomes minimal and the price is the best price possible. To be able to do this, the company must understand the culture and background of the foreign
inside and exports it outside of Malundi. On the other hand KJH is an American
Lewicki, J. R., Barry, B., & Saunders, M. D. (2011). Essentials of negotiation (5th ed.). New York, NY: McGraw Hill. ISBN-13: 9780073530369
Negotiations styles are scholastically recognized as being broken down into two general categories and those are distributive bargaining styles and integrative negotiation styles. Distributive bargaining styles of negotiation are understood to be a competitive type of negotiation. “Distributive bargaining, also known as positional bargaining, negotiating zero-sum, competitive negotiation, or win-lose negotiation, is a type or style of negotiation in which the parties compete for the distribution of a fixed amount of value” (Business Blog Reviews, 2011). This type of negotiation skill or style approach might be best represented in professional areas such as the stock market where there is a fixed goal in mind or even in a garage sale negotiation where the owner would have a specific value of which he/she would not go below. In contrast, an integrative negotiation approach/style is that of cooperative bargaining, or win-win types ...
However, this assumption is incomplete in reality. The main problem that causes the failure of negotiation is due to culture differences. Many companies are going global, people will negotiate with people come from different culture and different countries. If people do not realize what the main problem is, they will continue to have trouble with this problem.
Most of the common activities in our daily life present an opportunity to negotiate, whether or not we realise it. Meta-reflecting upon my negotiation experiences during the class and other activities have led me to identify few common themes. In this assignment, the two themes I will be discussing are (1) the importance of being clear on the strategic intent and big picture thinking, and (2) the importance of managing the negotiation process through understanding the various phases and visualising negotiation as a train journey.
Lewicki, J. R., Barry, B., & Saunders, M. D. (2006). Negotiation: Readings, Exercises and Cases (5th ed.). New York: McGraw Hill.
Lewicki, R. J., Saunders, D. M., & Barry, B. (2010). Negotiation: Readings, exercises, and cases. New York: McGraw-Hill Irwin
The negotiation revolved around three main individuals, Terry Hardel, Josephine McNair, and Joe Abernathy. For this negotiation, my partner played the part of Joe while I played Terry. We were both given the same general instructions. However, an additional set of secret instructions were given to each of us separately.
Juror 8 's success in persuading the other 11 jurors was a direct result of his having effectively followed the stages of the negotiation process. In Conflict Management, five stages of the negotiation process were identified as preparation, introduction, initiation, intensification, and closing (Budjac Corvette, 2007). In 12 Angry Men, juror 8 utilized preparation, introduction, and intensification stages to effectively persuade the other jurors.
During this course, I have learned a lot about negotiating. We learned about almost every negotiating technique there is. We learned about cross-cultural negotiations, body language, Best Alternative To a Negotiated Agreement (BATNA), variables in negotiating, and many more. Before this course, I did not know that much about negotiating. I thought that negotiating was just about trading or convincing someone to give you what you want and you did not care about the other side, resulting in a win-lose. I now know that negotiating is about getting what you want, but also giving the other side what they want as well to result in a win-win. This paper is about how I am going to improve my negotiating skills over the next six months. In order for me to improve my negotiating skills, I believe I need to improve the following skills- my body language, communication, planning, and my interpersonal communications. By improving those skills, I can become an effective negotiator.
The topic for my real world negotiation is to come to an agreement with my supervisor for a promotion as well as an increased salary. I currently work as a student assistant at the student services Planning, Enrollment Management, and Student Affairs (PEMSA) department. My goal is to increase my hourly pay from $10.15 to $12.70, a 25% increase. Having worked in this department for three years, I have taken on tasks not part of my job description such as processing return mail, data entry, and supervision.
Negotiation has been used as a vital communication tool not only in business but also in social intercourse. It helps people make common agreement and avoid conflict. So we need to use the tactics which we learned from this course and books to do more practice, only in this way we can gain advantages in negotiation.
Lewicki, R. J., Barry, B., & Saunders, D. M. (2007). Essentials of Negotiation. New York: McGraw-Hill/ Irwin.
Understand and heed cultural differences - cultural variables in transacting international business. (1991, January 28). Business America. FindArticles.com., Retrieved March 20, 2009, from http://findarticles.com/p/articles/mi_m1052/is_n2_v112/ai_10412261/pg_4?tag=content;col1
Negotiation approaches are generally described as either distributive or integrative. At the heart of each strategy is a measurement of conflict between each party’s desired outcomes. Consider the following situation. Chris, an entrepreneur, is starting a new business that will occupy most of his free time for the near future. Living in a fancy new development, Chris is concerned that his new business will prevent him from taking care of his lawn, which has strict requirements under neighborhood rules. Not wanted to upset his neighbors, Chris decides to hire Matt to cut his grass.