Negotiation skills

Negotiation skills

1. Cross-Cultural interaction

   • Creates potential misunderstandings
     • Different behaviours
     • Communication Style
     • Different perspectives to the bargaining
       • To solve this we have to create integrative solutions
         • Focus on prototypes
         • Learn about other party´s culture
         • Awareness of your own cultural stereotypes
         • Study context and persons involve(values)
       • Stereotypes
       • Distorted expectations

2. Body Language

   • Help convey valuable information
     • People could have trouble reading each other gestures
       • We tend to automatically trust in persons we meet
         • So we have to be careful with nonverbal languague
           • Pay attention to the micro-expressions
             • "Involuntary signs of one´s genuine emotions"
     • People tend to mimic each others
       • Sign of striving to build rapport and connect
         • These persons tend to be more honest and persuasive

3. Staff, P. (2021, February 18). Using Body Language in Negotiation. PON - Program on Negotiation at Harvard Law School. https://www.pon.harvard.edu/daily/negotiation-skills-daily/negotiation-techniques-and-body-language-body-language-negotiation-examples-in-real-life/ Staff, P. (2021a, February 16). Dear Negotiation Coach: How Can I Improve My Cross-Cultural Negotiation Skills? PON - Program on Negotiation at Harvard Law School. https://www.pon.harvard.edu/daily/international-negotiation-daily/dear-negotiation-coach-crossing-cultures-in-negotiation-nb/

4. Aislinn Daniela González Alarcón ID:00324519

   • Negotiation and Intercultural Administration
     • JANUARY-MAY 2021
       • Professor: Christopher Áviles Campos
         • Universidad Anáhuac MAYAB