international / multicultural negotiations
DESCRIPTION
A good intro to onternational and/or multicultural negotiationsTRANSCRIPT
International Negotiations
Francisco Astorga-Paliza
Session 1
Introduction
Why are you studying International Negotiations?
How many of you have experience in negotiations?
Do you have international negotiation experiences?
How about some failed negotiations?
What are you expecting from this course?
Bachelor degree in Computer Science (Graduated with Honors) at Instituto Tecnológico de Culiacán.
Master degree in e-Commerce, business and Information Technologies at Universidad Carlos III de Madrid.
Master degree in Science and Information Technology at Universidad Carlos III de Madrid.
What about me?
Experience (companies and universities):
Mexico
USA
Spain
El Salvador
Guatemala
France (collaborating with India, UK, Germany, Italy, and others)
What bout me?
Languages:
Spanish
English
French
What about me?
Today’s Agenda
First part
Course presentation
Introduction to negotiation
Negotiation stages
Cultural factors that affect our negotiations
Gender and its importance in negotiations
Break (15 minutes)
Second part
Culture, cultural elements and sinergy
Course presentation
PAC
Reference books
Grading
Sessions
Homework
Important dates
Course policies
Course Objectives
In order to successfully negotiate all
over the world, we need to know it, to
understand it, and to respect
it!
How do Germans negotiate?
What is the Dress code in Saudi Arabia?
What is the appropriate greeting for my Japanese client?
What kind of gift can I give to my English supplier?
Etcetera
9
A kiss, a bow or a handshake?
How formal should the negotiation process be?
Would language affect my negotiations?
Introduction to Negotiation
Negotiation?
International Negotiation?
Multicultural Negotiation?
o.O ? !!!
International negotiations (document)
Source:
Changing Minds: in Detail by David Straker (second edition) Published by Syque Press (2010)
http://changingminds.org/disciplines/negotiation/styles/international_negotiation.htm
What can we negotiate?
What can we negotiate?
Price
Terms (e.g. payment)DeliveryQualityServiceTrainingResources (people, money, materials)ScopeProcess (who is going to do what to whom)
Valu
e-ad
ded
Negotiation Stages
Study
• Information is power• Organization, history, similar companies, etc.
Resistance
• If there is no resistance, this could be a sign of lack of interest.
Restatement
• New strategies approach.
Negotiation
• Review real needs.
Agreement
• Review of details to ensure understanding.
Follow-up
• Opportunity to establish links.
Let’s see some negotiation examples
WiSpots @ the Shark Tank
Wake N' Bacon @ the Shark Tank
NegotiationCulture and
history
Spoken and body
language
Logic and thoughts
Negotiation style
Corporative government
Cultural factors that affect negotiation
Usage of timeIndividualism vs
Collectivism
Order and agreement
Communication patterns
Negotiation
Usage of time
“Let’s have a meeting at 10 a.m.”
“Can we get a coffee at 10?”
“See you later”
“See you in the afternoon”
“Nos vemos ya que baje el sol” (Mexico),
“Time is money” (US) vs “no pasa nada” (Spain)
Individualism vs Collectivism
Order and agreement
21
Communication patterns
Verbal vs nonverbal communication
Low- and High- context cultures
Do you know hot to lie?
Can we know if a dog is happy or sad?
What about people?…
“j'ai dormi comme une merde”
Video
Gender and its importance in negotiation
Business with Muslims?
Business in Japan?
See you in 15 minutesLet’s take a break !
Referencias
Frank L. Acuff. How to Negotiate Anything with Anyone Anywhere Around the World. ISBN: 978-0-8144-8066-3 Pub. Date: March 18, 2008
Changing Minds: in Detail by David Straker (second edition) Published by Syque Press (2010)
http://changingminds.org/disciplines/negotiation/styles/international_negotiation.htm
Dra. Ana Meraz (Directora de LIN – ITESM Sinaloa)