intercultural communication and negotiation techniques - short introduction -

1
intercultural communication and negotiation
techniques - short introduction -
Prof. Dr. Bettina Burger-Menzel Angela Lloyd,
Brandenburg University of Applied Sciences (FHB)
2
The negotiation process
Preparation Relationship building Exchange of
task-related information Persuasion Concessions
Agreement
compare Deresky, H. 2000 Management across
borders and cultures, p. 169
3
Lets play ... double-booking
4
...this is also true for negotiation, e.g.
Northern European style Appeal to logic Only
rational answer to factual arguments possible
Concessions signalised early in the
process Short-term relationship Authority based
on performance ...
Mediterranean style Appeal to emotions
Emotional answer to factual arguments possible
Concessions during the whole negotiation
process Long-term relationship Authority based
on hierarchy ...
Compare Deresky, H. 2000 Management across
borders and cultures, S. 175
5
And there are other issues to consider ...
6
source Fisher, R./ Ury, W./ Patton, B., 1981
The Harvard Negotiation Project, Boston, Mass.
7
source Fisher, R./ Ury, W./ Patton, B., 1981
The Harvard Negotiation Project, Boston, Mass.
8
Lets play again ... complaint
9
source Fisher, R./ Ury, W./ Patton, B., 1981
The Harvard Negotiation Project, Boston, Mass.
10
source Fisher, R./ Ury, W./ Patton, B., 1981
The Harvard Negotiation Project, Boston, Mass.
11
source Fisher, R./ Ury, W./ Patton, B., 1981
The Harvard Negotiation Project, Boston, Mass.
12
rule 4 agree on objective criteria
compare Hindle, T., 2001 Erfolgreich verhandeln,
München, p. 66f. Summing up on objective criteria
for ...

• being well prepared and informed about both
  sides
• having a clear conception of goals (costs,
  utility, ...)
• having a clear idea of different options
  (usefulness of instrument, e.g. easy to being
  implemented, easy to be controlled ...)
• having a clear idea of priorities (where and
  what to offer when)
• knowing the realistic time frame
• being able to take the minutes and formulate an
  agreement
• ...

13
source Fisher, R./ Ury, W./ Patton, B., 1981
The Harvard Negotiation Project, Boston, Mass.
14
... defining roles within a team
roles responsibilities
leader conducting the negotiation ruling on matters
good guy/girl showing understanding for the opposition
bad guy/girl intimidating the opposition stopping the negotiation
hardliner keeping the team focused emphasising difficulties
sweeper bringing all views together suggesting ways out of a deadlock
Comp. Hindle, T., 2001, Erfolgreich verhandeln,
München, p.21
15
... using seating tactically
HARD-LINER
BAD GUY
GOOD GUY
SWEEPER
BOSS
Your team
Opposing team
Comp. Hindle, T., 2001, Erfolgreich verhandeln,
München, p.28
16
... using seating tactically
GOOD GUY
BOSS
HARD-LINER
BAD GUY
SWEEPER
Comp. Hindle, T., 2001, Erfolgreich verhandeln,
München, p.28
17
...and now it is time for learning by doing !