Please enable JavaScript.
Coggle requires JavaScript to display documents.
Negotiation across cultures - Coggle Diagram
Negotiation across cultures
Negotiation
Distributive Bargaining
Win-lose
Focus positions
Opposed interests
Low infor sharing
Short term relationship
Get as much of the pie
as possible
Integrative Bargaining
Expand the pie so that
both parties are satisfied
Win-win
Focus interests
Congruent interests
High infor sharing
Long term relationship
Steps of The
Negotiation Process
Planning
Interpersonal
relationship building
Exchange of task
related information
Persuasion
Agreement
Cultural Effects on Negotiation
Universalism/
Particularism
Individualism/
Communitarianism
Neutral/
Emotional
Diffuse/Specific
Achievement/
Ascription
Time
Dealing with Cultural Differences
Learn about the
other culture
Be clear and precise
in meanings
Get to know the
other side carefully
Cross-cultural negotiation
shouldn’t be rushed
Negotiation Tactics
Location
Time limits
Buyer-seller relations
Bargaining behaviors