Chapter 5: Cross-cultural Negotiation and Decision...
Transcript of Chapter 5: Cross-cultural Negotiation and Decision...
![Page 1: Chapter 5: Cross-cultural Negotiation and Decision Makinggcc.upb.de/WWW/WI/WI2/wi2_lit.nsf/6d90ab6a898c1709c125702700505aaa... · separating the conflict from the person doing the](https://reader031.fdocuments.us/reader031/viewer/2022020122/5e1432e0d3a2ab706630457d/html5/thumbnails/1.jpg)
© 2008 Pearson Prentice Hall 5-1
Chapter 5:Cross-cultural Negotiation and Decision Making
PowerPoint byHettie A. Richardson
Louisiana State University
![Page 2: Chapter 5: Cross-cultural Negotiation and Decision Makinggcc.upb.de/WWW/WI/WI2/wi2_lit.nsf/6d90ab6a898c1709c125702700505aaa... · separating the conflict from the person doing the](https://reader031.fdocuments.us/reader031/viewer/2022020122/5e1432e0d3a2ab706630457d/html5/thumbnails/2.jpg)
© 2008 Pearson Prentice Hall 5-3
Opening Profile: The Art of the Deal Meets China Syndrome
Chinese managers proceed slowly
Chinese businesses often face many internal problems
Foreign negotiators become frustrated with Chinese tactics
![Page 3: Chapter 5: Cross-cultural Negotiation and Decision Makinggcc.upb.de/WWW/WI/WI2/wi2_lit.nsf/6d90ab6a898c1709c125702700505aaa... · separating the conflict from the person doing the](https://reader031.fdocuments.us/reader031/viewer/2022020122/5e1432e0d3a2ab706630457d/html5/thumbnails/3.jpg)
© 2008 Pearson Prentice Hall 5-4
Negotiation
The process of discussion by which two or more parties aim for mutually acceptable agreement
![Page 4: Chapter 5: Cross-cultural Negotiation and Decision Makinggcc.upb.de/WWW/WI/WI2/wi2_lit.nsf/6d90ab6a898c1709c125702700505aaa... · separating the conflict from the person doing the](https://reader031.fdocuments.us/reader031/viewer/2022020122/5e1432e0d3a2ab706630457d/html5/thumbnails/4.jpg)
© 2008 Pearson Prentice Hall 5-5
Stakeholders in Cross-cultural Negotiation
![Page 5: Chapter 5: Cross-cultural Negotiation and Decision Makinggcc.upb.de/WWW/WI/WI2/wi2_lit.nsf/6d90ab6a898c1709c125702700505aaa... · separating the conflict from the person doing the](https://reader031.fdocuments.us/reader031/viewer/2022020122/5e1432e0d3a2ab706630457d/html5/thumbnails/5.jpg)
© 2008 Pearson Prentice Hall 5-6
The Negotiation Process
![Page 6: Chapter 5: Cross-cultural Negotiation and Decision Makinggcc.upb.de/WWW/WI/WI2/wi2_lit.nsf/6d90ab6a898c1709c125702700505aaa... · separating the conflict from the person doing the](https://reader031.fdocuments.us/reader031/viewer/2022020122/5e1432e0d3a2ab706630457d/html5/thumbnails/6.jpg)
© 2008 Pearson Prentice Hall 5-7
Stage One: Preparation
Develop profiles of counterparts
Find out likely demands, team composition, and counterpart authority Uzbekistan had to learn from scratch
Choose a negotiation site British/French Channel negotiations
![Page 7: Chapter 5: Cross-cultural Negotiation and Decision Makinggcc.upb.de/WWW/WI/WI2/wi2_lit.nsf/6d90ab6a898c1709c125702700505aaa... · separating the conflict from the person doing the](https://reader031.fdocuments.us/reader031/viewer/2022020122/5e1432e0d3a2ab706630457d/html5/thumbnails/7.jpg)
© 2008 Pearson Prentice Hall 5-8
Stage Two: Relationship Building
Getting to know one’s contacts and building mutual trust
Nontask sounding (nemawashi)
Use an intermediary
“I have come as a mediator…”
![Page 8: Chapter 5: Cross-cultural Negotiation and Decision Makinggcc.upb.de/WWW/WI/WI2/wi2_lit.nsf/6d90ab6a898c1709c125702700505aaa... · separating the conflict from the person doing the](https://reader031.fdocuments.us/reader031/viewer/2022020122/5e1432e0d3a2ab706630457d/html5/thumbnails/8.jpg)
© 2008 Pearson Prentice Hall 5-9
Stage Three: Exchanging Task-related Information
Cultural differences remain an issue Mexicans can be suspicious and indirect The French enjoy debate and conflict The Chinese ask many questions, but provide
ambiguous information in return
Show understanding of the other viewpoint
![Page 9: Chapter 5: Cross-cultural Negotiation and Decision Makinggcc.upb.de/WWW/WI/WI2/wi2_lit.nsf/6d90ab6a898c1709c125702700505aaa... · separating the conflict from the person doing the](https://reader031.fdocuments.us/reader031/viewer/2022020122/5e1432e0d3a2ab706630457d/html5/thumbnails/9.jpg)
© 2008 Pearson Prentice Hall 5-10
Stage Four: Persuasion
Dirty tricks are in the eye of the beholder False information Ambiguous authority Uncomfortable rooms Rudeness, threats Calculated delays
![Page 10: Chapter 5: Cross-cultural Negotiation and Decision Makinggcc.upb.de/WWW/WI/WI2/wi2_lit.nsf/6d90ab6a898c1709c125702700505aaa... · separating the conflict from the person doing the](https://reader031.fdocuments.us/reader031/viewer/2022020122/5e1432e0d3a2ab706630457d/html5/thumbnails/10.jpg)
© 2008 Pearson Prentice Hall 5-11
Stage Five: Concessions and Agreement
Russians and the Chinese start with extreme positions
Swedes start with what they will accept
Starting with extremes may be most effective
![Page 11: Chapter 5: Cross-cultural Negotiation and Decision Makinggcc.upb.de/WWW/WI/WI2/wi2_lit.nsf/6d90ab6a898c1709c125702700505aaa... · separating the conflict from the person doing the](https://reader031.fdocuments.us/reader031/viewer/2022020122/5e1432e0d3a2ab706630457d/html5/thumbnails/11.jpg)
© 2008 Pearson Prentice Hall 5-12
Comparison of Negotiation Styles
Group/individ-ual good is aimProfit is aimGroup good is
aim
Impulsive, spontaneous
Methodical organization
Step-by-step approach
Great power plays
Litigation, not conciliation
Subtle power plays
Emotionally passionate
Deal impersonallyHide emotions
Latin American
North AmericanJapanese
![Page 12: Chapter 5: Cross-cultural Negotiation and Decision Makinggcc.upb.de/WWW/WI/WI2/wi2_lit.nsf/6d90ab6a898c1709c125702700505aaa... · separating the conflict from the person doing the](https://reader031.fdocuments.us/reader031/viewer/2022020122/5e1432e0d3a2ab706630457d/html5/thumbnails/12.jpg)
© 2008 Pearson Prentice Hall 5-13
Successful Negotiators: Americans
Know when to compromise, but stand firm at beginning
Refuse to make concessions beforehand
Keep cards close to chest, but make other party reveal his/her position
Keep maximum options open, operate in good faith
![Page 13: Chapter 5: Cross-cultural Negotiation and Decision Makinggcc.upb.de/WWW/WI/WI2/wi2_lit.nsf/6d90ab6a898c1709c125702700505aaa... · separating the conflict from the person doing the](https://reader031.fdocuments.us/reader031/viewer/2022020122/5e1432e0d3a2ab706630457d/html5/thumbnails/13.jpg)
© 2008 Pearson Prentice Hall 5-14
Successful Negotiators: Indians
Look for and say the truth, not afraid to speak up
Exercise self-control
Respect other party, look for solutions acceptable to all parties
Will change their minds, even at risk of seeming inconsistent and unpredictable
![Page 14: Chapter 5: Cross-cultural Negotiation and Decision Makinggcc.upb.de/WWW/WI/WI2/wi2_lit.nsf/6d90ab6a898c1709c125702700505aaa... · separating the conflict from the person doing the](https://reader031.fdocuments.us/reader031/viewer/2022020122/5e1432e0d3a2ab706630457d/html5/thumbnails/14.jpg)
© 2008 Pearson Prentice Hall 5-15
Successful Negotiators: Arabs
Protect honor, self-respect, dignity and, thus, are trusted and respected
Avoid direct confrontation
Come up with creative, honorable solutions
Are impartial and can resist pressure
![Page 15: Chapter 5: Cross-cultural Negotiation and Decision Makinggcc.upb.de/WWW/WI/WI2/wi2_lit.nsf/6d90ab6a898c1709c125702700505aaa... · separating the conflict from the person doing the](https://reader031.fdocuments.us/reader031/viewer/2022020122/5e1432e0d3a2ab706630457d/html5/thumbnails/15.jpg)
© 2008 Pearson Prentice Hall 5-16
Successful Negotiators: Swedes
Quiet, thoughtful, polite, straightforward
Overcautious, but flexible
Slow to react to new proposals, but eager to be productive and efficient
Able to hide emotions, afraid of confrontation
![Page 16: Chapter 5: Cross-cultural Negotiation and Decision Makinggcc.upb.de/WWW/WI/WI2/wi2_lit.nsf/6d90ab6a898c1709c125702700505aaa... · separating the conflict from the person doing the](https://reader031.fdocuments.us/reader031/viewer/2022020122/5e1432e0d3a2ab706630457d/html5/thumbnails/16.jpg)
© 2008 Pearson Prentice Hall 5-17
Successful Negotiators: Italians
Have a sense of drama, do not hide emotions
Good at reading facial expressions and gestures
Want to make a good impression and use flattery, but are distrusting
Handle confrontation with subtlety and tact
![Page 17: Chapter 5: Cross-cultural Negotiation and Decision Makinggcc.upb.de/WWW/WI/WI2/wi2_lit.nsf/6d90ab6a898c1709c125702700505aaa... · separating the conflict from the person doing the](https://reader031.fdocuments.us/reader031/viewer/2022020122/5e1432e0d3a2ab706630457d/html5/thumbnails/17.jpg)
© 2008 Pearson Prentice Hall 5-19
Using the Web in Negotiations
Negotiation support systems (NSS) Increase likelihood of agreement Decrease direct and indirect costs Maximize optimal outcomes
![Page 18: Chapter 5: Cross-cultural Negotiation and Decision Makinggcc.upb.de/WWW/WI/WI2/wi2_lit.nsf/6d90ab6a898c1709c125702700505aaa... · separating the conflict from the person doing the](https://reader031.fdocuments.us/reader031/viewer/2022020122/5e1432e0d3a2ab706630457d/html5/thumbnails/18.jpg)
© 2008 Pearson Prentice Hall 5-20
Comparative Management in Focus: Negotiating with the Chinese
![Page 19: Chapter 5: Cross-cultural Negotiation and Decision Makinggcc.upb.de/WWW/WI/WI2/wi2_lit.nsf/6d90ab6a898c1709c125702700505aaa... · separating the conflict from the person doing the](https://reader031.fdocuments.us/reader031/viewer/2022020122/5e1432e0d3a2ab706630457d/html5/thumbnails/19.jpg)
© 2008 Pearson Prentice Hall 5-21
Comparative Management in Focus: Negotiating with the Chinese
Two problems Chinese desire for detail Apparent insincerity
Saving Face Lien Mian-tzu
![Page 20: Chapter 5: Cross-cultural Negotiation and Decision Makinggcc.upb.de/WWW/WI/WI2/wi2_lit.nsf/6d90ab6a898c1709c125702700505aaa... · separating the conflict from the person doing the](https://reader031.fdocuments.us/reader031/viewer/2022020122/5e1432e0d3a2ab706630457d/html5/thumbnails/20.jpg)
© 2008 Pearson Prentice Hall 5-22
Comparative Management in Focus: Negotiating with the Chinese
Importance of harmony Guanxi Guanxihu networks
Two stages of Chinese negotiation Technical Commercial
![Page 21: Chapter 5: Cross-cultural Negotiation and Decision Makinggcc.upb.de/WWW/WI/WI2/wi2_lit.nsf/6d90ab6a898c1709c125702700505aaa... · separating the conflict from the person doing the](https://reader031.fdocuments.us/reader031/viewer/2022020122/5e1432e0d3a2ab706630457d/html5/thumbnails/21.jpg)
© 2008 Pearson Prentice Hall 5-23
Comparative Management in Focus: Negotiating with the Chinese
Some recommendations: Practice patience Accept prolonged stalemate Refrain from exaggerated expectations Expect shaming Resist blaming for difficulties Understand Chinese cultural traits
![Page 22: Chapter 5: Cross-cultural Negotiation and Decision Makinggcc.upb.de/WWW/WI/WI2/wi2_lit.nsf/6d90ab6a898c1709c125702700505aaa... · separating the conflict from the person doing the](https://reader031.fdocuments.us/reader031/viewer/2022020122/5e1432e0d3a2ab706630457d/html5/thumbnails/22.jpg)
© 2008 Pearson Prentice Hall 5-24
Managing Conflict Resolution
Instrumental oriented – in low-context culture To address conflict directly and explicitly, and conceptually
separating the conflict from the person doing the negotiation.
often based on factual information and logical analysis.
Expressive oriented – in high-context culture conflict is treated indirectly and implicitly. Negotiators want to avoid confrontation because it is
viewed as insulting and can cause loss of face. As an alternative, they rely on evasion and avoidance.
![Page 23: Chapter 5: Cross-cultural Negotiation and Decision Makinggcc.upb.de/WWW/WI/WI2/wi2_lit.nsf/6d90ab6a898c1709c125702700505aaa... · separating the conflict from the person doing the](https://reader031.fdocuments.us/reader031/viewer/2022020122/5e1432e0d3a2ab706630457d/html5/thumbnails/23.jpg)
© 2008 Pearson Prentice Hall 5-25
Low-context, High-context Sources of Conflict
Implicit, ambiguous, indirect
Explicit, open, directHow
Concealment, non-confrontational
Revealment, confrontationalWhat
Group oriented violations
Individualistic oriented violationsWhen
Synthetic, spiral logic
Analytic, linear logicWhy
High-contextLow-context
![Page 24: Chapter 5: Cross-cultural Negotiation and Decision Makinggcc.upb.de/WWW/WI/WI2/wi2_lit.nsf/6d90ab6a898c1709c125702700505aaa... · separating the conflict from the person doing the](https://reader031.fdocuments.us/reader031/viewer/2022020122/5e1432e0d3a2ab706630457d/html5/thumbnails/24.jpg)
© 2008 Pearson Prentice Hall 5-26
The Influence of Culture on Decision Making
Individualism vs. collectivism
Objective vs. subjective approach
Risk tolerance
Comfort with unfamiliar solutions
![Page 25: Chapter 5: Cross-cultural Negotiation and Decision Makinggcc.upb.de/WWW/WI/WI2/wi2_lit.nsf/6d90ab6a898c1709c125702700505aaa... · separating the conflict from the person doing the](https://reader031.fdocuments.us/reader031/viewer/2022020122/5e1432e0d3a2ab706630457d/html5/thumbnails/25.jpg)
© 2008 Pearson Prentice Hall 5-27
Approaches to Decision Making
Utilitarianism vs. moral idealism
Autocratic vs. participative leadership
Speed of decision making
![Page 26: Chapter 5: Cross-cultural Negotiation and Decision Makinggcc.upb.de/WWW/WI/WI2/wi2_lit.nsf/6d90ab6a898c1709c125702700505aaa... · separating the conflict from the person doing the](https://reader031.fdocuments.us/reader031/viewer/2022020122/5e1432e0d3a2ab706630457d/html5/thumbnails/26.jpg)
© 2008 Pearson Prentice Hall 5-29
Comparative Management in Focus: Decision-making in Japan Wa - “peace and harmony,” the building block of Japanese
management—as indicated by the emphasis on cooperation, participative management, consensus problem solving, and long-term decision making.
Amae – Japanese concept of “indulgent love,” and was is one aspect of amae
Shinyo - Amae results in shinyo, which refers to the mutual confidence, faith, and honor required for successful business relationships
Ringi - a devotion to work, a collective responsibility for decisions and
actions, and a high degree of employee productivity. This culture and shared responsibility underlie the ringi system of decision making.
![Page 27: Chapter 5: Cross-cultural Negotiation and Decision Makinggcc.upb.de/WWW/WI/WI2/wi2_lit.nsf/6d90ab6a898c1709c125702700505aaa... · separating the conflict from the person doing the](https://reader031.fdocuments.us/reader031/viewer/2022020122/5e1432e0d3a2ab706630457d/html5/thumbnails/27.jpg)
© 2008 Pearson Prentice Hall 5-30
Comparative Management in Focus: Decision-making in Japan
![Page 28: Chapter 5: Cross-cultural Negotiation and Decision Makinggcc.upb.de/WWW/WI/WI2/wi2_lit.nsf/6d90ab6a898c1709c125702700505aaa... · separating the conflict from the person doing the](https://reader031.fdocuments.us/reader031/viewer/2022020122/5e1432e0d3a2ab706630457d/html5/thumbnails/28.jpg)
![Page 29: Chapter 5: Cross-cultural Negotiation and Decision Makinggcc.upb.de/WWW/WI/WI2/wi2_lit.nsf/6d90ab6a898c1709c125702700505aaa... · separating the conflict from the person doing the](https://reader031.fdocuments.us/reader031/viewer/2022020122/5e1432e0d3a2ab706630457d/html5/thumbnails/29.jpg)