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Exhibit 12.9: Cultural Differences in Preference for a Problem-Solving Negotiation Strategy

Exhibit 12.9: Cultural Differences in Preference for a Problem-Solving Negotiation Strategy

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Step 7: Post Agreement

••

••



Commonly

Commonly ignored

ignored step

step

Consists

Consists ofof an

an evaluation

evaluation ofof the

the success

success ofof aa competed

competed

negotiation

negotiation

•• Allows

Allows the

the garnering

garnering ofof insights

insights from

from understanding

understanding

strengths

strengths and

and weaknesses

weaknesses ofof negotiation

negotiation



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The Successful International

Negotiator: Personal

Characteristics

















Tolerance

Tolerance ofof ambiguity

ambiguity

Flexibility

Flexibility and

and creativity

creativity

Humor

Humor

Stamina

Stamina

Empathy

Empathy

Curiosity

Curiosity

Bilingualism

Bilingualism

Copyrightâ 2005 South-Western/Thomson Learning All rights reserved



Major Points Regarding

Successful International

Negotiation

•• Few

Few negotiations

negotiations succeed

succeed without

without extensive

extensive

preparation.

preparation.

•• Building

Building personal

personal relationships

relationships isis aa key

key step

step inin aa

negotiation.

negotiation.

•• Managers

Managers should

should be

be aware

aware that

that first

first offers

offers may

may differ

differ

by

by cultural

cultural background.

background.



Copyright© 2005 South-Western/Thomson Learning All rights reserved



Major Points Regarding

Successful International

Negotiation

4.4.Many

Many tactics

tactics are

are used

used inin persuasion.

persuasion.

5.5.Know

Know how

how counterpart

counterpart views

views the

the concession-making

concession-making

process.

process.

6.6.Culture

Culture and

and legal

legal traditions

traditions influence

influence the

the content

content and

and

force

force ofof law

law regarding

regarding business

business contracts.

contracts.

7.7.Competitive

Competitive negotiation

negotiation seldom

seldom leads

leads toto long-term

long-term

relationships.

relationships.

Copyright© 2005 South-Western/Thomson Learning All rights reserved



Major Points Regarding

Successful International

Negotiation

8.8.Problem-solving

Problem-solving negotiation

negotiation isis more

more flexible

flexible and

and

probably

probably more

more successful

successful strategy.

strategy.

9.9.Must

Must be

be flexible,

flexible, empathic,

empathic, and

and physically

physically tough.

tough.



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Exhibit 12.9: Cultural Differences in Preference for a Problem-Solving Negotiation Strategy

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