1. Pellegrino Riccardi Det Norske Veritas
16/04/2017
Intercultural Communication Consequences for International Business & Negotiations:
Pellegrino Riccardi
Det Norske Veritas
Cultural Awareness Course (Pellegrino Riccardi 2003)

2. STAGES OF A NEGOTIATION
Set the Scene
Agree on the issues
Bargaining xxxxxxx
Agreement
Set & maintain the climate
Maximise Power
Persuasion
Resolving Deadlock

3. CULTURE shared patterns of behaviours
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CULTURE
shared patterns of behaviours
a system of values, beliefs, assumptions and norms, shared by a group of poeple
collective programming of the mind
Cultural Awareness Course (Pellegrino Riccardi 2003)

4. EXAMPLES OF HEROES FROM YOUR CULTURE
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EXAMPLES OF HEROES FROM YOUR CULTURE
(alive or dead)
HEROES
VALUES
Cultural Awareness Course (Pellegrino Riccardi 2003)

5. HEROES Norwegian VALUES
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HEROES
Norwegian
VALUES
Cultural Awareness Course (Pellegrino Riccardi 2003)

6. 16/04/2017
Cultural Awareness Course (Pellegrino Riccardi 2003)

7. How frequently, in your experience, does the following
problem occur: employees being afraid to express their
disagreement with their managers?
Geert Hofstede

8. FATHER
Protection
Security
Wisdom
Direction
MOTHER
Pellegrino
Rosa
Antonio
Giovanni
Loyalty
Respect
Support
Roberto

9. Small Power Distance cultures
Inequalities between people should be minimised
Privileges and status symbols are considered to be negative
Powerful people try to appear less powerful than they are
Little if any differences in the way people speak to each other

10. Large Power Distance cultures
Power, status and privilege go together
Subordinates expect direction and decisiveness
The ideal boss is a “good father”

12. Percentage of respondents that feel that it is important for a boss to act and look like a boss

13. Create DOUBT in the other person Create MOVEMENT towards the goal
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Sources of POWER
POWER is in the head
Create DOUBT in the other person
Create MOVEMENT towards the goal
Cultural Awareness Course (Pellegrino Riccardi 2003)

14. Cultural Dilemma - VALUES
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Cultural Dilemma - VALUES
You are the passenger in a car driven by a close friend.
He hits a pedestrian.
You know he was driving at 80 kms per hour in a 60 zone.
There are no witnesses.
His lawyer says that if you testify under oath in court that your friend was only driving at 60, it might save him from serious consequences.
Does your friend have a right to expect you to protect him?
Would you lie in court to ”save” your friend?
Cultural Awareness Course (Pellegrino Riccardi 2003)

16. Negotiation Tactics Ask for more than you expect to get
MPP (maximum plausible position)
The consequences of making a “fair” opening offer?
Never say yes to the first offer
Play the reluctant seller/buyer
It makes them think that they could have done better
It makes them think that something must be wrong

17. Individualist cultures
Laws and rights are the same for all (consistency)
Honest people speak their mind
Clear & explicit communication is preferred
Task-focused
You take responsibility for your own actions

18. Collectivist cultures
Relationship-focused
Harmony should always be maintained
Protocol and rituals are important
You treat people differently according to which group they belong to (discretion)
Communication is discreet and cautious

19. Voice Conversation Patterns Reserved Cultures
1. _________ ___________
___________ ____________

20. Voice Conversation Overlap Expressive Cultures
1. _________ _ _ ___________ _ _ ___________
_ _ ___________ _ _ ____________

21. Reserved meets Expressive
Why does he keep interrupting me?
He’s not interested in what I have to say
Why doesn’t he say something? He’s not interested in what I have to say.
_________
_ _ _________________

22. Negotiation Tactics Do emotions belong in a negotiation?
The Flinch – reacting to offers
Melodramatics
Skilled negotiators reveal inner feelings

23. Relationship-Focused VERY Relationship-Focused
RF or DF?
Deal-Focused
Nordic and Germanic Europe
North America
Australia and New Zealand
Relationship-Focused
Central & Eastern Europe
Latin Europe
Hong Kong, Singapore
VERY Relationship-Focused
The Arab World
Most of Africa
Latin America and Asia

24. Time Monochronic (Sequential) cultures
Order, precision, detail, agendas, deadlines, structure, action plans
Tasks are dealt with systematically
Polychronic (Synchronic) cultures
Flexibility, focus more on people rather than only the task
Can seem chaotic or unsystematic to monochronics

25. Time Pressure
80% of the concessions happen in the final 20% of the negotiation
People become more flexible under time pressure
The “tug boat” principle
People are reluctant to walk away from a negotiation without a result after so much time and effort