Published on February 26, 2014
The Art of Negotiations: Be a Fox
Negotiations are fixed-sum You need to be either soft or tough Good negotiators are born Life experience is a good teacher Good negotiators take risks Good negotiators rely on intuition
Commitment to reaching a win-win deal Focusing on a long-term relationship Adopting a cooperative orientation Taking extra time to negotiate Perspective-talking Asking questions about interests and priorities Providing information about your interests and priorities Unbundling issues Making ‘package-deals’
…it took 14 years of negotiations for the 1st McDonalds in Russia to be opened More than 30 000 people served on first day ....compared to previous record of 9 100 people Big Mac cost 3,75 roubles ….which equals roughly price of 1 month bus pass
The Negotiating Environment Culture Ideology Foreign Organizations and Bureaucracies Foreign Governments and Laws Moving Money Instability and Sudden Change
…needs, values, interests may differ dramatically. Culture directs opinion and judgment! It also affects our strategy of negotiation.
Individualism Power distance Uncertainty avoidance Masculinity Temporal perspective
Feeling like a victim of stereotypes? Use the stereotypes as your weapon! …no one expected a student to show deep understanding of economics and knowledge of culture.
relationship driven culture …at the same time very private maintain a relatively formal approach in communication do not ask personal questions unless a Romanian starts be straightforward, but deliver information in a sensitive way
avoid confrontational behaviour or highpressure sales tactics decisions are only made by the most senior member remain flexible
React quickly Create an impression of progress Make an impression Verify deadlines Take notes Make sure you can express yourself clearly Don’t take things personally
Ambiente (2014). Ambiente: The Show. [Online] Available at: https://www.youtube.com/watch?v=Fc7zZHpQLWw Accessed on: 23 Feb 2014 Business Today (2014) McDonald’s in Russia – Defeated Communism with a “Happy” Meal. [Online] Available at: http://www.businesstoday-eg.com/case-studies/case- studies/mcdonalds-in-russia-defeated-communism-with-a-happymeal.html Accessed on: 23 Feb 2014 Docstock.com (2011). The Culture Iceberg. [Online] Available at: http://www.docstoc.com/docs/85990913/The-Cultural- Iceberg Accessed on: 23 Feb 2014 Fells R.E. (2010) Effective negotiation: from research to results. Cambridge ; New York, NY : Cambridge University Press.
Frankfurt Messe (2014). Ambiente. [Online] Available at: http://www.ambiente.messefrankfurt.com Accessed on: 23 Feb 2014 Gelfand M. J. and Brett J. M. (2004) The handbook of negotiation and culture. Stanford, Calif: Stanford Business Books. Kwitessential Ltd (2013) Doing Business in Romania. [Online] Available at: http://www.kwintessential.co.uk/etiquette/doing- business-romania.html Accessed on: 23 Feb 2014 Lewicki R.J. et al. (2003) Negotiation: readings, exercises, and cases. London : McGraw-Hill/Irwin.
Machivelli N. (1532) Il Principe (The Prince). Oxford: Oxford University Press (2005) Petre L. and Constantinescu-Stefănel R. (2012) Business negotiations between the Romanians and the Japanese - a cross-cultural perspective. SYNERGY, 8 2/2012. Salacuse J.S. (2003) The global negotiator: making, managing, and mending deals around the world in the twenty-first century / 1st ed.. New York, N.Y; Basingstoke: Palgrave Macmillan. Thompson L.L. (2012) The mind and heart of the negotiator / 5th ed., International ed.. Boston, [Mass.]; London: Pearson.
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