1. Negotiating Across Cultures
IC402
Harris, P. R., Moran, R. T., Moran, S. V. (Eds.). (2004). Managing cultural differences: Global leadership strategies for the twenty-first century (6th ed.). Burlington, MA: Elsevier.

2. What’s Negotiation?
“a process in which two or more entities come together to discuss common and conflicting interest in order to reach an agreement of mutual benefit”
Globalization increases the chance of intercultural negotiation.
Negotiation: a skill or natural talent?

3. Five Considerations for Analyzing Cross-cultural Negotiation
The players
&
the situation
Interpreters
&
translators
Considerations for
Cross-Cultural
Negotiation
Styles of
Decision
Making
Cross-cultural
noise
National
character

4. ASSUMPTIONS & NEGOTIATING
“Projective Cognitive Similarity”: one assumes that the other perceives, judges, thinks, and reasons the same way he or she does – or at least the way he or she thinks “know” others do.
Four problems in international business negotiation:
1. Language
2. Nonverbal behavior
3. Values
4. Thinking & decision making

5. Using Interpreters Brief the interpreter. Speak slowly and clearly.
Avoid little-known words.
Explain the idea two or three different ways.
Do not interrupt, and allow for crosschecks.
Avoid long sentences or double negatives.
Try to be expressive with gestures.
Use more than one interpreter for a long negotiation.
Don’t be concerned with length of translation.
Be understanding if there is a mistake.

6. “The American Style”? American style of negotiating according to
Graham and Herberger:
“I can go alone.”
“Just call me John.”
“Pardon my French.”
“Check with the home office.”
“Get to the point.”
“Lay your cards on the table.”
“Don’t just sit there, speak up.”
“One thing at a time.”
“A deal is a deal.”
“I am what I am.”

7. “The American Competency”?

8. Differences between ‘Skilled’ & ‘Average’ Negotiators
Longer Planning time?
Exploration of more options?
Long-term consideration?
Fix targets?
More counterproposals?
Bigger number of reasons?
Reviewing the negotiation?  

9. Suggested Skills for Successful Negotiations.
Study your own culture’s negotiation script.
Study the negotiation script of your counterpart.
Consider the relationship and circumstance.
Predict the counterpart’s approach.
Choose your strategy.

10. Synergistic Skills for Intercultural Business Communication
Respect
Tolerating ambiguity
Relating to people
Being nonjudgmental
Personalizing one’s observations
Empathy
Persistence