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Negotiation across cultures - Coggle Diagram
Negotiation across cultures
Successful Negotiators’
Characteristics
Japanese
Integrity
Demonstrate listening skills
Win respect & confidence
Broad perspective
Perceive & exploit power
Verbally expressive
Dedication to job
Taiwanese
Product knowledge
Interesting
Preparation & planning skill
Judgment & intelligence
Win respect & confidence
Persistence & determination
US
Judgment & intelligence
Verbally expressive
Thinking under pressure
Product knowledge
Preparation & planning skill
Perceive & exploit power
Integrity
Brazilian
Verbally expressive
Product knowledge
Judgment & intelligence
Perceive & exploit power
Thinking under pressure
Competitive
Preparation & planning skill
Negotiating with Chinese
Respect for seniority
A junior speaking out in front of a senior
is considered quite rude
Be precise on technical issues
Chinese pay close attention to details;
errors destroy trust
Build personal connections at all levels
China is a big country with overlapping authority centers
Favors received must be reciprocated
Check for understanding and problems
Great concern for face means
an unwillingness to speak out
Build trust slowly and incrementally
Upheavals of past century have undermined trust-based system
Focus on long-term mutual benefits and step-by-step growth
Negotiating with Thais
Be polite in a 'Thai' way
If Thais give you a compliment, deny it and compliment back
Speak gently and try to avoid direct confrontation
Prefer indirect communication style
Dislike negative speech therefore difficult to get honest feedback
Do not like detailed contracts; will not feel bound by them
Build your credibility
Thais value seniority, luxury and a calm, professional demeanor
Focus on information
Back up your assertions with expert opinions
Build up consensus with informal informational meetings
Prefer detailed instructions to avoid later error
Negotiating with Americans
Be frank and honest
They will feel betrayed or lied to if you agree only to be polite
Are comfortable with open disagreement
Be direct
Not trained to pick up subtle signals
Be open
Americans like to “lay their cards on the table"
But are also quite competitive
Be informal and friendly, but firm
Don't be offended by detailed contracts
Respect their time and space needs
Get to the point quickly
Don't overwhelm their need for free time