Negotiation Across Cultures: Styles and Strategies Presentation

This presentation delves into the concept of negotiation, exploring its patterns, strategies, and various styles across different cultures. It highlights negotiation patterns in countries like Russia, India, Japan, America, and Mexico, and outlines key strategies such as understanding players, decision-making processes, and verbal/nonverbal communication. The presentation also covers the bargaining process, including preparation, information sharing, and agreement stages, along with the challenges and strategies specific to cross-cultural negotiation. It identifies different negotiation styles like accommodating, avoiding, collaborating, competing, and compromising. The presentation concludes with tips for successful negotiation and recommendations for companies to address negotiation issues, emphasizing the importance of goals, attitude, and cultural sensitivity. References from various academic sources are included to support the discussion.

NEGOTIATIONS
ACROSS CULTURES
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Introduction
• This presentation discusses concept of negotiation.
• It also presents the pattern of negotiation
• It demonstrates the negotiation strategies
• It discusses bargaining process and stages together with cross
culture negotiation.
• This presentation also discusses the style of negotiation and
strategies for the successful negation.

Negotiation
Negotiation
• Negotiation is the technique wherein individual settle
difference. It is the procedure by which agreement is reached
at the time of avoiding dispute.

Negotiation patterns
• In Russia, people are believing in listen to others instead of
directly replying to others.
• Indians prefer to obtain solutions rather than getting details.
• Japanese are not comfortable with the serious conflict.
• The Americans culture make their decision on the basis of
short term cost benefits analysis that is opposite to the
culture of Japanese.
• Mexicans believe on more data on the relationship as
compared to the technical details.

Strategies of negotiation
• Understand the players
• Understand the decision making process
• Verbal communication
• Nonverbal communication
• Uncertainty avoidance
• Signs of respect
• Risk Taking

Cont…
• Informal influences
• Negotiating Goal
• Negotiating Attitude
• Personal Style
• Communication
• Sensitivity to Time
• Building an Agreement

Stages and bargaining process
Stage Competitive bargaining Problem-solving bargaining
Preparation Increase interest of an individual Increase joint benefits
Association building Use weakness of other party Adapt to culture and complement
each other
Information sharing and first offer Share least Data and make a hard
offer
Share required data and make a
reasonable offer
Inducement Use dirty actions and pressure
tactics
Explore innovative alternative that
are mutually beneficial
Discounts Make concession gradually and
unwillingly
Accept cultural differences and
develops suitable concessions
Agreement Sign an ironclad agreement only if
an individual can success
Sign when both parties success
and adapt to cultural differences in
agreements

Cross culture negotiation
• Cultural differences and expectations may add the challenges
• A negotiator cannot make longer discussion and reach an
agreement
• The key rule of cross culture negotiation is to create
awareness regarding existing cultural differences

Negotiation style
• Accommodating
• Avoiding
• Collaborating
• Competing
• Compromising

Tips for successful negotiation
• Goal
• Attitude
• Be sensitive to cultural generalization
• Right person

Cont…
• Appreciating place and pace
• Understand beliefs and culture
• Be sensitive to nonverbal communication

Conclusion
• From the above discussion, it can be concluded that
negotiation could aid an individual to settle difference.
• It can also be concluded that there are many strategies that
could be used by the people to effectively negotiate across
culture Understand the players, understand the decision
making process, verbal communication, nonverbal
communication, uncertainty avoidance, signs of respect, and
risk taking.
• It can also be summarized that an individual could use
Accommodating, Avoiding, Collaborating, Competing, and
Compromising as a negotiating style.