This document discusses cross-cultural communication and international negotiation. It covers key topics such as high and low context cultures, nonverbal communication cues like kinesics and proxemics, practical issues when communicating with non-native English speakers, the steps in an international negotiation process including relationship building and concession making, and styles of negotiation between competitive and problem-solving approaches. Cultural differences that can impact negotiation processes are also examined, such as preferences for directness, formality, and broad agreements. Personal characteristics of successful international negotiators include flexibility, empathy, and understanding different cultural perspectives.
4. HIGH CONTEXTHIGH CONTEXT
• Communications have multiple
meanings interpreted by reading the
situation
• Asian and Arabic languages are
among the most high context in the
world
5. LOW CONTEXTLOW CONTEXT
• The words provide most of the
meaning
• Most northern European languages
including German, English, and the
Scandinavian languages are low
context
7. Exhibit 3.2 Cultural
Differences in
Communication Styles
0
20
40
60
80
100
N
igeria
M
exico
Spain
A
rgentianU
SA
G
erm
anyIndia
B
razil
U
K
C
hina
France
Japan
% Direct % Formal
10. PROXEMICSPROXEMICS
• The use space to communicate
• The personal bubble of space - nine
inches to over twenty inches
• North Americans prefer more
distance than from Latin and Arab
cultures
11. TOUCHTOUCH
• Basic human interaction
• In greeting - shake hands,
embrace, or kiss
• Latin European and Latin
American cultures-more touching
than Germanic, Anglo, or
Scandinavian cultures
12. PRACTICAL ISSUES IN CROSS-PRACTICAL ISSUES IN CROSS-
CULTURAL VERBALCULTURAL VERBAL
COMMUNICATIONCOMMUNICATION
13. INTERPRETERSINTERPRETERS
• Provide simultaneous translation
of a foreign language
• Require greater linguistic skills
than speaking a language or
translating written documents
• Insure the accuracy and common
understanding of agreements
14. COMMUNICATION WITHCOMMUNICATION WITH
NONNATIVE SPEAKERSNONNATIVE SPEAKERS
• Use the most common words with most
common meanings
• Select words with few alternative
meanings
• Follow rules of grammar strictly
• Speak with clear breaks between
words
15. Communication with nonnative
speakers, continued
• Avoid “sports” words or words borrowed
from literature
• Avoid words that represent pictures
• Mimic the cultural flavor of nonnative
speaker’s language
• Summarize
• Test your communication success
20. STEP 1: PREPARATIONSTEP 1: PREPARATION
• Is the negotiation possible?
• Know what your company wants
• Know the other side
• Send the proper team
• Agenda
• Prepare for a long negotiation
• Environment
• Strategy
21. DIFFERENCES INDIFFERENCES IN
CULTURES IN KEYCULTURES IN KEY
NEGOTIATINGNEGOTIATING
PROCESSES (EXAMPLES)PROCESSES (EXAMPLES)
• Communication styles—direct or
indirect
• Sensitivity to time—low or high
22. Cultural Differences in Key
Negotiating Processes,
Continued
• Forms of agreement—specific or broad
(EX 3.5)
• Team organization—a team or one leader
23. Exhibit 3.5 Preferences for
Broad Agreements
0
10
20
30
40
50
Japan
G
erm
anyIndia
France
C
hina
A
rgentinaB
razil
U
SA
N
igeria
M
exico
Spain
U
K
% Preference for Broad Agreements
24. STEP 2: BUILDING THESTEP 2: BUILDING THE
RELATIONSHIPRELATIONSHIP
• No focus on business
• Partners get to know each other
• Social and interpersonal exchange
• Duration and importance vary by culture
25. STEP 3: EXCHANGINGSTEP 3: EXCHANGING
INFORMATION AND THEINFORMATION AND THE
FIRST OFFERFIRST OFFER
• Task-related information is
exchanged
• First offer
26. STEP 4: PERSUASIONSTEP 4: PERSUASION
• Heart of the negotiation process
• Attempting to get other side to agree
to a position
• Numerous tactics used
29. ““DIRTY TRICKS” INDIRTY TRICKS” IN
INTERNATIONALINTERNATIONAL
NEGOTIATIONSNEGOTIATIONS
Dirty tricks are negotiation tactics
that pressure opponents to accept
unfair or undesirable agreements or
concessions
30. PLOYS/DIRTY TRICKS -PLOYS/DIRTY TRICKS -
POSSIBLE RESPONSESPOSSIBLE RESPONSES
• Deliberate deception - point out
what is happening
• Stalling - do not reveal when you plan
to leave
• Escalating authority - clarify
decision making authority
31. • Good guy, bad buy routine - do not
make any concessions
• You are wealthy and we are poor -
ignore the ploy
• Old friends - keep a psychological
distance
Ploys/Dirty Tricks, Continued
32. STEPS 5 AND 6:STEPS 5 AND 6:
CONCESSIONS ANDCONCESSIONS AND
AGREEMENTAGREEMENT
• Final agreement: The signed
contract, agreeable to all sides
• Concession making: requires that
each side relax some of its demands
33. STYLES OFSTYLES OF
CONCESSIONCONCESSION
• Sequential approach
– Each side reciprocates
concessions
• Holistic approach
– Concession making begins after
all issues are discussed
35. COMPETITIVE ORCOMPETITIVE OR
PROBLEM SOLVINGPROBLEM SOLVING
INTERNATIONALINTERNATIONAL
NEGOTIATIONNEGOTIATION
• Cultural norms and values may
predispose some negotiators to
one approach (EX 3.10)
• Most experts recommend a
problem solving negotiation
strategy
36. EX 3.10 Preferences for
Problem-Solving
Negotiation
0
20
40
60
80
100
Japan
C
hina
A
rgentinaFrance
India
U
SA
U
K
M
exico
G
erm
anyN
igeria
B
razil
Spain
% Win-Win