Practical solutions to Global Business Negotiation

Practical solutions to Global Business Negotiation

1. Cross-Cultural communication related problems

   • Perceptual Bias
     • Stereotyping :assigning ttribues to someone based on its membersgip in a society
     • Halo Effect : generalization based on one attrbute
     • Selective perception: choosing certain info. that supports earlier beliefs.
     • Projection : using own attribtes to describe another person.
   • Errors in processing info
     • irrational escalation of commitment, issues and problems framing, ,availability of info., winner curse , overconfidence, self.serving biases, reactve deliveration, ignoring other, laww of small biases .

2. Improvig communication in negotiations.

   • Listening:
     • Pasive listening: receive messag withut giving feedback
       • acknowledgement : showwing interest on information received
         • Active listening:carefully listening, analiyzing and giving meaning-
   • Asking questions:
   • Reversing Roles: put yurself in other shoes party
     • Ensuring clear understanding: restating, rephrasig,,refarming,summarizing.

3. Non verbal communication

   • Body language:gestures, body movements, facial movements, ye contact.
   • Vocalist: tone. volume, sounf.
   • Touching
   • Use of space
   • Use of time
   • Physical appearace: clothing, jewerly
   • Artifacts:books, library

4. Use of interpreters: people who translate from one language to another.

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