TUNGHAI UNIVERSITYDepartment of International Business - Taichung

Culture & Negotiating StylesTop 10 Factors in Deal Making

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Tactical Rationale

1. Diversity of the worlds cultures requires a model to reduce value variables

2. Impossible for negotiators/managers to master all the world’s cultures

– This approach reduces influences into 10 predominant values:• Understand your opponent better• Understand your style & your differences.

Impact of Culture on Negotiation

Source: Jerry Salacuse, 10 ways Culture Affects Negotiating Style, Negotiation Journal, July 1998

10 Factors: Goals & Strategy

10 Factors: Personal Style & Communication

10 Factors: Sensitivity to Time & Emotionalism

10 Factors: General Specific & Agreement Creation

10 Factors: Team Organization & Risk Taking

Conclusion

Huge Difference in Values of International Negotiators…

An understanding of these may help in planning and execution leading to better agreements…. and

Help you to avoid frustration.