intercultural negotiation components chapter 11

Intercultural Business Communication, 4th ed., Chaney & Martin

Chapter 11Chapter 11

Intercultural Negotiation Intercultural Negotiation ComponentsComponents


TopicsTopics Cross-cultural Negotiation ComponentsCross-cultural Negotiation Components Stereotypes that affect Intercultural Stereotypes that affect Intercultural

NegotiationsNegotiations Comparative Negotiation StylesComparative Negotiation Styles Characteristics of Effective NegotiatorsCharacteristics of Effective Negotiators Importance of Protocol in Intercultural Importance of Protocol in Intercultural

NegotiationsNegotiations Group vs. Individual OrientationGroup vs. Individual Orientation Face-to-face Strategies Face-to-face Strategies Role of the Media Role of the Media Personal ConstructsPersonal Constructs


Cross-Cultural Negotiation ComponentsCross-Cultural Negotiation Components

The players and situationThe players and situation Cultural noiseCultural noise National cultureNational culture Power and authorityPower and authority PerceptionPerception Interpreters and translatorsInterpreters and translators GenderGender EnvironmentEnvironment Relationship and substantive conflictsRelationship and substantive conflicts


The Players and the SituationThe Players and the Situation

Learn the background of the playersLearn the background of the players Determine expectations of negotiatorsDetermine expectations of negotiators Determine negotiating styleDetermine negotiating style Determine role negotiators have played in the Determine role negotiators have played in the

pastpast Provide an environment free of tension, Provide an environment free of tension,

conducive to exchange of ideas, and problem conducive to exchange of ideas, and problem resolutionresolution


Cultural NoiseCultural Noise

Anything that distracts or interferes with Anything that distracts or interferes with the messagethe message Low- or high- contextLow- or high- context Arguments emotional or logicalArguments emotional or logical Trust based on laws or friendshipTrust based on laws or friendship High or low risk takersHigh or low risk takers View of timeView of time Authoritative or consensual decision-making Authoritative or consensual decision-making

stylestyle Oral or written agreementOral or written agreement


National CultureNational Culture

Patterns of personalityPatterns of personality Governance structureGovernance structure Integrate negotiators’ interestsIntegrate negotiators’ interests Other cultures include: professional, social Other cultures include: professional, social

class, ethnic, regional, gender, and class, ethnic, regional, gender, and organizationalorganizational


Power and AuthorityPower and Authority

PowerPower is the ability to influence others is the ability to influence others AuthorityAuthority is the power to give commands is the power to give commands PowerPower has to be accepted to be meaningful has to be accepted to be meaningful Balanced authorityBalanced authority – is shared decision- – is shared decision-

makingmaking Authority advantageAuthority advantage – one partner claims – one partner claims

superior resources or superior positionsuperior resources or superior position


PerceptionPerception

Process used to ascribe meaning to the Process used to ascribe meaning to the environmentenvironment

Is culturally basedIs culturally based Stimuli have both physical size and socio-Stimuli have both physical size and socio-

environmental meaning; our experiences environmental meaning; our experiences determine to what stimuli we are sensitivedetermine to what stimuli we are sensitive


Interpreters and TranslatorsInterpreters and Translators

Language issues are key in negotiationsLanguage issues are key in negotiations Interpreters and translators slow down Interpreters and translators slow down

negotiationsnegotiations Using interpreters and translators can Using interpreters and translators can

have both positive and negative impactshave both positive and negative impacts


GenderGender

Use of women as negotiators; viewed Use of women as negotiators; viewed as “window dressing” in some as “window dressing” in some countries – viewed as equals in countries – viewed as equals in others.others.


EnvironmentEnvironment

““Home court” advantageHome court” advantage The room and furniture arrangementThe room and furniture arrangement Seating arrangementSeating arrangement


Relationship and Substantive ConflictsRelationship and Substantive Conflicts

Relationship conflictsRelationship conflicts are issues of long- are issues of long-term friendships or partnershipsterm friendships or partnerships

Substantive issuesSubstantive issues are use and control of are use and control of resourcesresources

Cognitive dissonanceCognitive dissonance - the psychological - the psychological conflict or anxiety that results from conflict or anxiety that results from inconsistencies between what one does inconsistencies between what one does and what one believesand what one believes


Stereotypes That Affect Intercultural Stereotypes That Affect Intercultural NegotiationsNegotiations

How we view ourselves is probably not How we view ourselves is probably not how the other team views us.how the other team views us.

Find out how others view your culture, Find out how others view your culture, gender, and organization.gender, and organization.


Comparative Negotiation StylesComparative Negotiation Styles

A successful negotiator within a culture A successful negotiator within a culture may not be successful in another culture.may not be successful in another culture.

A successful negotiator needs to be able A successful negotiator needs to be able to ascertain where the opposition is to ascertain where the opposition is coming from.coming from.

Successful negotiators need to be able to Successful negotiators need to be able to adjust their behavior appropriately.adjust their behavior appropriately.


Characteristics of Effective NegotiatorsCharacteristics of Effective Negotiators

Effective negotiators are Effective negotiators are observant, patient, adaptable, and good observant, patient, adaptable, and good

listenerslisteners mentally sharpmentally sharp think before they speakthink before they speak do their country homeworkdo their country homework praise what is praiseworthy and refrain from praise what is praiseworthy and refrain from

criticizing the other sidecriticizing the other side keep their promises and negotiate in good keep their promises and negotiate in good

faithfaith


Importance of Protocol in Intercultural Importance of Protocol in Intercultural NegotiationsNegotiations

Three protocol typesThree protocol types TribalTribal CollectiveCollective PluralistPluralist

All cultures share the need for honesty, courage, All cultures share the need for honesty, courage, respect for human dignity, fairness, and love; respect for human dignity, fairness, and love; however, these have different meanings in however, these have different meanings in different cultures.different cultures.

Reality is not always the same in every culture.Reality is not always the same in every culture.


Group vs. Individual OrientationGroup vs. Individual Orientation

Group orientationGroup orientation Your identity belongs to the groupYour identity belongs to the group Decisions reached by consensusDecisions reached by consensus Contracts are flexibleContracts are flexible

Individual orientationIndividual orientation Your identity belongs to youYour identity belongs to you Decisions can be made by individualsDecisions can be made by individuals Contracts are inflexibleContracts are inflexible


Face-to-Face StrategiesFace-to-Face Strategies

Negotiating in person rather than through Negotiating in person rather than through the mail, fax, telephone, lawyers, or other the mail, fax, telephone, lawyers, or other intermediariesintermediaries

Face-to-face negotiators’ behaviorsFace-to-face negotiators’ behaviors IrritatorsIrritators CounterproposalsCounterproposals Argument dilutionArgument dilution Reviewing the negotiationReviewing the negotiation


Role of the MediaRole of the Media

Media may support or tear downMedia may support or tear down Media is a culture with cultural biasesMedia is a culture with cultural biases Tend to have a stereotypical view of Tend to have a stereotypical view of

businessbusiness See other cultures through the bias of the See other cultures through the bias of the

U.S. perceptual gridU.S. perceptual grid Movies promote stereotypesMovies promote stereotypes


Personal ConstructsPersonal Constructs

An individual’s belief system and attitudesAn individual’s belief system and attitudes Can differ within a culture as well as between Can differ within a culture as well as between

culturescultures Expectations are based on learned life Expectations are based on learned life

experiencesexperiences Adaptability is important to successAdaptability is important to success AdagesAdages

Birds of a feather flock togetherBirds of a feather flock together They’re in America; they should act like AmericansThey’re in America; they should act like Americans When in Rome, do as the Romans doWhen in Rome, do as the Romans do


Negotiations - The Four CsNegotiations - The Four Cs

CommonCommon InterestInterest - each has something - each has something the other wantsthe other wants

Conflicting InterestsConflicting Interests - include payment, - include payment, distribution, profits, contractual distribution, profits, contractual responsibilities, and qualityresponsibilities, and quality

CompromiseCompromise - areas of disagreement- areas of disagreement CriteriaCriteria - conditions under which the - conditions under which the

negotiations take placenegotiations take place


MindsetsMindsets

Mindsets are controlled by language and Mindsets are controlled by language and culture.culture.

Realize the other side is having mindset Realize the other side is having mindset difficulties in the negotiation also.difficulties in the negotiation also.

People can alter their strategies based People can alter their strategies based upon their first-hand knowledge and upon their first-hand knowledge and adaptability. adaptability.


U.S. NegotiatorsU.S. Negotiators

Focused on completing the dealFocused on completing the deal Profit oriented and directProfit oriented and direct Do not need personal relationships with Do not need personal relationships with

other negotiatorsother negotiators Work during meals, golf, at any timeWork during meals, golf, at any time Tend to be informalTend to be informal Individually orientedIndividually oriented


CanadaCanada

Two groups: the Anglophones and the Two groups: the Anglophones and the FrancophonesFrancophones

Well informed and analyticalWell informed and analytical Sense of self-determinationSense of self-determination Trust is an important componentTrust is an important component Individually orientedIndividually oriented Mixture of tribal and pluralisticMixture of tribal and pluralistic


ChinaChina

The Chinese want a win-win strategyThe Chinese want a win-win strategy Harmony is importantHarmony is important Neutral site is importantNeutral site is important Team members need to be matched on Team members need to be matched on

both sidesboth sides Relationship building is importantRelationship building is important Group oriented and prefer face-to-face Group oriented and prefer face-to-face

negotiationsnegotiations


EnglandEngland

Objective, matter-of-fact about Objective, matter-of-fact about negotiationsnegotiations

Tend to understate their positionTend to understate their position Individualistic but company policy followed Individualistic but company policy followed

without questionwithout question Relationships not necessaryRelationships not necessary Very deadline orientedVery deadline oriented


FranceFrance

Negotiators should have the correct social Negotiators should have the correct social and education background and authority to and education background and authority to make decisionsmake decisions

A relationship will help negotiationsA relationship will help negotiations Enjoy debates; are indirectEnjoy debates; are indirect Quality more important than speedQuality more important than speed Individualistic and prefer face-to-face Individualistic and prefer face-to-face

negotiationsnegotiations Mealtime is not a time to talk businessMealtime is not a time to talk business


GermanyGermany

Permanent and stringent contractsPermanent and stringent contracts No-nonsense negotiatorsNo-nonsense negotiators Relationships not necessaryRelationships not necessary Individualistic and prefer face-to-face Individualistic and prefer face-to-face

negotiationsnegotiations


JapanJapan

The Japanese want a win-win situationThe Japanese want a win-win situation Negotiation takes place away from the Negotiation takes place away from the

negotiation tablenegotiation table Relationships are importantRelationships are important Group and consensus orientedGroup and consensus oriented Prefer face-to-face negotiationsPrefer face-to-face negotiations


MexicoMexico

Relationships and connections very Relationships and connections very importantimportant

Senior executives make the decisionsSenior executives make the decisions Time is fluidTime is fluid Emotional arguments are considered to be Emotional arguments are considered to be

persuasive argumentspersuasive arguments Strategies are more win-winStrategies are more win-win Neutral sites are preferredNeutral sites are preferred Leave room to bargainLeave room to bargain


The NetherlandsThe Netherlands

Averse to chaos; very organizedAverse to chaos; very organized The Dutch are direct and pragmaticThe Dutch are direct and pragmatic Decision is based on consensusDecision is based on consensus Will tend to move fast and expect you to Will tend to move fast and expect you to

also move fastalso move fast


South KoreaSouth Korea

Rank/status very importantRank/status very important Harmony is importantHarmony is important Can be direct, express emotion, and use Can be direct, express emotion, and use

aggressionaggression Need to be introduced and develop a Need to be introduced and develop a

relationshiprelationship South Korea is a collective cultureSouth Korea is a collective culture


TaiwanTaiwan

Relationships need to be developedRelationships need to be developed Seating protocol is important as is Seating protocol is important as is

matching team membersmatching team members Self-control and harmony are very Self-control and harmony are very

importantimportant Taiwanese are collectivisticTaiwanese are collectivistic