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Chapter 6 The Negotiating Environment - Coggle Diagram
Chapter 6
The Negotiating Environment
Where
My Place?
familiarity (no culture shock, unfamiliar foods, customs, language)
control the environment (room seating, nature and timing of hospitality and social events -indebtedness)
cheaper (money and time)
personal lives (pressure to do deal)
gives access to my experts, superiors for authority
avoid manipulation
Your Place?
you show seriousness to do a deal
to learn (about each other! – relationship! so go there!)
Government officials of developing countries may not travel without complying with lengthy procedures/ no funds
Alternating – share costs and hosting opportunities/ avoids abuse- most important is can learn about each other.
You Establish the Climate:
Control of meeting area
ambience
furniture and setting
seating arrangements
comfort
appearance
You Control Emotional Climate
tone of voice/pacing
body language
language structure question/statement/ ratio
listening skills
-choice of words
Some Other Place?
Limits ability to learn about each other!
Ok if additional learning is not important to advance the deal.
Useful where parties in dispute eg. expropriation.
No Place?
Technology e.g. email, skype, video conferencing.
“Secure websites”? Is there such a thing?
Face to face / body language
Don’t see other’s facilities,
No productive socialising
Ok for simple negotiations, already know each other
When:
Holidays? Vacations? Cultural events/ Ramadan French-August/USA-Thanksgiving and New Year’s Day ? Abuse this?
Days of the week.
Concept of time?
Difficulty in time differences if need to respond to home office
Invite to your home in Ramadan?
See appendix “A” again.