Intercultural Negotiation Strategies

Intercultural Negotiation Strategies

1. Negotiation

   • Process by which two or more parties resolve their conflicting interests
     • Features
       • Two or more parts
       • Extiste a conflict of needs and wants
       • Negotiate to improve outcome
       • Give and take
   • Distributive negotiation tactics
     • Rate purpose and cost to the other party
     • Managing the perception of the other party
     • Change the perception of the other party agree to our goal
     • Handling costs and conclude negotiation
   • Tactics of Integrative Negotiation
     • Identify and define the problem
     • Bring interests and needs to the table
     • Evaluate options and select
     • Build Solution

2. Intercultural

   • It is exchange between two or more cultures in a way that respects each group or culture
     • Integration
     • Tolerance
     • Possibly arise
       • Misinformation
       • Uncertainty
       • Prejudice

3. Ethics in Negotiations

   • Right or wrong social standards that apply in situations.
     • Personal awareness
       • Ethics act in a negotiation
         • No tricks

4. Communication

   • Choosing communication channel
     • Face to face
       • Negotiating table
     • Phone
     • Written
     • teleconference
     • E-negotiation
   • Nonverbal communication
     • Making eye contact
     • Approve or disapprove nonverbally what others say
     • Adjust posture

5. Strategic Alliances

   • Exchange of cultures in resources
     • Human
     • Economic
     • Technology
     • With the purpose of
       • Compete
       • Develop best trading strategies
   • According Dacin, the following legitimacy in strategic alliances
     • Legitimacy market
       • Greater participation and market presence
     • Relational legitimacy
       • Emphasizes the value of partnering
     • Social legitimacy
       • Refers to the alignment of the strategic alliance established by the organization with social expectations and rules
     • Investment legitimacy
       • Aims to enhance the legitimacy of the company's business and the activity itself
     • legitimacy of alliance
       • the alliance is legitimized as a timely decision was a "wise move"