INTRODUCTION 3 ACCESSING CULTURAL DIFFERENCES IN THE NEGOTIATION TEAMS 3 Hofstedes Cultural Dimensions 3 The Hall Model 3 The Kluckholn and Strodtbeck Model 4 ANALYSIS OF THE NEGOTIATION ACTIVITY 5 1. Background Factors 5 2. Atmosphere 5 Conflict/co-operation 5 Power/Dependence 6 Expectations 6 3. Process 6 Pre - Negotiation 6 Negotiation 7 Post negotiation 7 4. Cultural Factors 7 Time 7 Individualism vs. Collectivism 7 Pattern of communication 7 Emphasis on personal relations 8 5. Strategic Factors 8 Presentations
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Factors influencing cross-cultural negotiations Many factors influence cross-cultural negations and should be considered before entering into negotiations with another culture. Negotiators who understand certain aspects of cross-culture negotiations have the advantage over the negotiator who is not well prepared to negotiate with their foreign counterpart. According to Salacuse‚ 1991‚ negotiators should consider the following seven factors when conducting business internationally: the negotiating
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~ Chapter 3 – Integrative Negotiation‚ Strategy & Tactics Integrative Negotiation – Focuses on commonalities rather than differences. - Attempts to address needs and interests‚ not positions - Commitment to meeting the needs of all involved parties. - Invent options for mutual gain. ~ Integrative Negotiation Process‚ negotiators should manage Context and Process in order to gain the cooperation and commitment of all parties. ~ Contextual Factors 1. Free flow of information 2. Attempting to
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“Real world” negotiation reflection Introduction As the senior manager‚ I finish the annual performance evaluation of my team members in January. After finishing evaluation I will hold interviews with them‚ talk about their efforts and the plans for this year. Lilly is one of my team members with a better knowledge of the logistics industry. Based on her performance in 2012‚ her annual performance is rated B+ and she can get 8% increase in year-end bonuses. In addition‚ I plan to promote her
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Comparison: International Business Negotiation (China & USA) Word count: 3134. Introduction: With the globalization of world businesses‚ China has become an appealing market for foreign investors. The problem of cross-cultural management arises as the cooperation between China and its culturally different Western partners continues to increase at an unprecedented rate. This paper presents an understanding on the general cultural differences between United States of America and People ’s
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to avoid her and her mallet. I kept trying to fight her but she was to strong. She kicked me into the wall‚ I was on the ground cornered. Harley Quinn raised her mallet in the air and I was about to die. But let’s start from the beginning‚ were my story begins. Hi‚ I’m Henry‚ I’m what you call an average person. I’m not very popular and I’m not a geek‚ I’m just average. But today my mom is finally going to tell me what she study’s at work. Harley‚ that’s my mom’s name‚ is very secretive with her work
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Culture and Negotiations Why do Japanese negotiators behave in the manner they do? How does culture affect negotiating behavior and outcomes? MASTER THESIS Author’s name: Patrycja J. Krause Student’s number: 258891 Academic advisor: Søren O. Hilligsøe Faculty of English Aarhus School of Business May 2006 I would like to thank my Mom‚ Barbara‚ for her understanding‚ encouragement and eternal support‚ as well as my advisor‚ Søren O. Hilligsøe‚ for his academic help‚ advice and faith in me keeping
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Doha Climate Change Negotiations: Moving Beyond the Dueling Dinosaurs to Bring Together Equity and Ambition The vast plenary hall was nearly empty. Nation after nation had ministers and negotiators stand up for their three minute statements on the progress of these 18th annual climate negotiations taking place in the cavernous Qatar National Convention Center in the desert near Doha. Slim and greying American lead negotiator Todd Stern mounted the steps to deliver what everyone assumed would be
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Assignment #1 Negotiation and Bargaining 1. Using the definition of negotiation as provided in the text‚ modify the definition so you can include aspects of negotiation you deem important. “Negotiation is a form of decision making in which two or more parties talk with one another in an effort to resolve their opposing interests (Essentials of Negotiation fifth edition.” Negotiation occurs on a daily basis. It occurs between businesses‚ partnerships‚ marriages‚ friends‚ family and even law
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head: Communication and Personality in Negotiation Paper Communication and Personality in Negotiation Paper University of Phoenix MGT 445 Communication and Personality in Negotiation Paper Introduction The act of negotiating happens on a daily basis sometimes without people even noticing. When thinking about negotiations‚ car purchases‚ salary increases‚ and buying new homes are obvious examples of negotiating. Nonetheless‚ negotiations are simple as deciding where to eat
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