PANHA CHIET UNIVERSITY Intercultural Communication Chapter 9 Intercultural

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PANHA CHIET UNIVERSITY Intercultural Communication Chapter 9: Intercultural Negotiation Process July, 20014 PANHA CHIET

PANHA CHIET UNIVERSITY Intercultural Communication Chapter 9: Intercultural Negotiation Process July, 20014 PANHA CHIET UNIVERSITY Bachelor Programs-Year 4 Intercultural Communication in The Global Workplace Fifth Edition Iris Varner & Linda Beamer Chapter 9: Intercultural Negotiation Process Facilitator: Mr. UON SOKCHEA, MBA & Ph. D Can. Facilitator: Mr. UON SOKCHEA, MBA, MA, and Ph. D Can. Tel: 070 94 38 39 / 017 56 52 87 Email: uon. sokchea 14@gmail. com / sokchea_headoffice@yahoo. com

PANHA CHIET UNIVERSITY Intercultural Communication Chapter 9: Intercultural Negotiation Process Definition July, 20014 Intercultural

PANHA CHIET UNIVERSITY Intercultural Communication Chapter 9: Intercultural Negotiation Process Definition July, 20014 Intercultural negotiation involves discussions of common and conflicting interests between persons of different cultural backgrounds who work to reach an agreement of mutual benefit. Facilitator: Mr. UON SOKCHEA, MBA, MA, and Ph. D Can. Tel: 070 94 38 39 / 017 56 52 87 Email: uon. sokchea 14@gmail. com / sokchea_headoffice@yahoo. com

PANHA CHIET UNIVERSITY Intercultural Communication Chapter 9: Intercultural Negotiation Process July, 20014 “In business

PANHA CHIET UNIVERSITY Intercultural Communication Chapter 9: Intercultural Negotiation Process July, 20014 “In business communication, you don't get what you deserve, you get what you negotiate. ” Why take “no” for an answer? Successful people don't. They get what they want by negotiating better deals for both parties. Facilitator: Mr. UON SOKCHEA, MBA, MA, and Ph. D Can. Tel: 070 94 38 39 / 017 56 52 87 Email: uon. sokchea 14@gmail. com / sokchea_headoffice@yahoo. com

PANHA CHIET UNIVERSITY Intercultural Communication Chapter 9: Intercultural Negotiation Process July, 20014 Steps in

PANHA CHIET UNIVERSITY Intercultural Communication Chapter 9: Intercultural Negotiation Process July, 20014 Steps in the Negotiation Process • • • Preparation and Site Selection Team Selection Relationship Building Opening Talks Discussions Agreement Facilitator: Mr. UON SOKCHEA, MBA, MA, and Ph. D Can. Tel: 070 94 38 39 / 017 56 52 87 Email: uon. sokchea 14@gmail. com / sokchea_headoffice@yahoo. com

PANHA CHIET UNIVERSITY Intercultural Communication Chapter 9: Intercultural Negotiation Process Preparation and Site Selection

PANHA CHIET UNIVERSITY Intercultural Communication Chapter 9: Intercultural Negotiation Process Preparation and Site Selection July, 20014 • Hire a consultant in the country. • Consult resource videos and written materials on negotiation. • Choose a site—here or there can be important. Facilitator: Mr. UON SOKCHEA, MBA, MA, and Ph. D Can. Tel: 070 94 38 39 / 017 56 52 87 Email: uon. sokchea 14@gmail. com / sokchea_headoffice@yahoo. com

PANHA CHIET UNIVERSITY Intercultural Communication Chapter 9: Intercultural Negotiation Process Team Selection July, 20014

PANHA CHIET UNIVERSITY Intercultural Communication Chapter 9: Intercultural Negotiation Process Team Selection July, 20014 • Consider number, age, gender, and rank of team members. • Consider background of players. • Evaluate other negotiators - their political affiliation/connection, social class, age, and risk-taking propensity. Facilitator: Mr. UON SOKCHEA, MBA, MA, and Ph. D Can. Tel: 070 94 38 39 / 017 56 52 87 Email: uon. sokchea 14@gmail. com / sokchea_headoffice@yahoo. com

PANHA CHIET UNIVERSITY Intercultural Communication Chapter 9: Intercultural Negotiation Process Relationship Building July, 20014

PANHA CHIET UNIVERSITY Intercultural Communication Chapter 9: Intercultural Negotiation Process Relationship Building July, 20014 • Time required • Intermediaries or agents • Friendship versus business relationship Facilitator: Mr. UON SOKCHEA, MBA, MA, and Ph. D Can. Tel: 070 94 38 39 / 017 56 52 87 Email: uon. sokchea 14@gmail. com / sokchea_headoffice@yahoo. com

PANHA CHIET UNIVERSITY Intercultural Communication Chapter 9: Intercultural Negotiation Process Opening Talks and Discussions

PANHA CHIET UNIVERSITY Intercultural Communication Chapter 9: Intercultural Negotiation Process Opening Talks and Discussions July, 20014 • Observe opening rituals(regular actions) - small talk, humor/mood, etc. • Consider the appropriateness of an agenda. • Expect a variety of behaviors • Plan ahead for concessions/something allowed • Move to an informal location when appropriate Facilitator: Mr. UON SOKCHEA, MBA, MA, and Ph. D Can. Tel: 070 94 38 39 / 017 56 52 87 Email: uon. sokchea 14@gmail. com / sokchea_headoffice@yahoo. com

PANHA CHIET UNIVERSITY Intercultural Communication Chapter 9: Intercultural Negotiation Process Agreement July, 20014 Close

PANHA CHIET UNIVERSITY Intercultural Communication Chapter 9: Intercultural Negotiation Process Agreement July, 20014 Close negotiations properly Expect delays Get tax and legal advice Anticipate/assume a long wait until final approval • Remember that contracts are not always considered final • • Facilitator: Mr. UON SOKCHEA, MBA, MA, and Ph. D Can. Tel: 070 94 38 39 / 017 56 52 87 Email: uon. sokchea 14@gmail. com / sokchea_headoffice@yahoo. com

PANHA CHIET UNIVERSITY Intercultural Communication Chapter 9: Intercultural Negotiation Process Common Negotiation Mistakes •

PANHA CHIET UNIVERSITY Intercultural Communication Chapter 9: Intercultural Negotiation Process Common Negotiation Mistakes • • July, 20014 Making negative initial impression Failing to listen and talking too much Assuming understanding by the other culture Failing to ask important questions Showing discomfort with silence Using unfamiliar and slang words Interrupting the speaker Failing to read the nonverbal cues/signals Facilitator: Mr. UON SOKCHEA, MBA, MA, and Ph. D Can. Tel: 070 94 38 39 / 017 56 52 87 Email: uon. sokchea 14@gmail. com / sokchea_headoffice@yahoo. com

PANHA CHIET UNIVERSITY Intercultural Communication Chapter 9: Intercultural Negotiation Process July, 20014 • Failing

PANHA CHIET UNIVERSITY Intercultural Communication Chapter 9: Intercultural Negotiation Process July, 20014 • Failing to note key points • Making statements that are irritating (making angry) or contradictory (different/opposite) • Failing to prepare a list of questions for discussion • Being easily distracted/nervous • Failing to start with conditional offers • Failing to summarize and restate to ensure understanding • Hearing only what you want to hear • Failing to use first-class supporting materials Facilitator: Mr. UON SOKCHEA, MBA, MA, and Ph. D Can. Tel: 070 94 38 39 / 017 56 52 87 Email: uon. sokchea 14@gmail. com / sokchea_headoffice@yahoo. com

PANHA CHIET UNIVERSITY Intercultural Communication Chapter 9: Intercultural Negotiation Process July, 20014 Intercultural Negotiation

PANHA CHIET UNIVERSITY Intercultural Communication Chapter 9: Intercultural Negotiation Process July, 20014 Intercultural Negotiation Models • Problem-solving approach — considers national and organizational cultural differences • Competitive approach — individualistic and persuasive orientation • Compromising — seeks a middle ground • Forcing — makes the other party comply/ follow up • Legalism — uses legal documentation to force the partner to comply/ follow up Facilitator: Mr. UON SOKCHEA, MBA, MA, and Ph. D Can. Tel: 070 94 38 39 / 017 56 52 87 Email: uon. sokchea 14@gmail. com / sokchea_headoffice@yahoo. com

PANHA CHIET UNIVERSITY Intercultural Communication Chapter 9: Intercultural Negotiation Process Four - Stage Negotiation

PANHA CHIET UNIVERSITY Intercultural Communication Chapter 9: Intercultural Negotiation Process Four - Stage Negotiation Model • • July, 20014 Investigative Presentation Bargaining Agreement Facilitator: Mr. UON SOKCHEA, MBA, MA, and Ph. D Can. Tel: 070 94 38 39 / 017 56 52 87 Email: uon. sokchea 14@gmail. com / sokchea_headoffice@yahoo. com

PANHA CHIET UNIVERSITY Intercultural Communication Chapter 9: Intercultural Negotiation Process Negotiation Strategies July, 20014

PANHA CHIET UNIVERSITY Intercultural Communication Chapter 9: Intercultural Negotiation Process Negotiation Strategies July, 20014 • People act on the basis of their own best interests. • Truth in negotiations: – Faith/great trust or confidence – Fact/ something which is known to have happened – Feeling/ opinion • U. S. negotiators make fewer adjustments to their opponents. • Strategies include: preparation; tactics; conflict resolution and mediation (compromising); and observation, analysis, and evaluation. Facilitator: Mr. UON SOKCHEA, MBA, MA, and Ph. D Can. Tel: 070 94 38 39 / 017 56 52 87 Email: uon. sokchea 14@gmail. com / sokchea_headoffice@yahoo. com

PANHA CHIET UNIVERSITY Intercultural Communication Chapter 9: Intercultural Negotiation Process Trade Agreements July, 20014

PANHA CHIET UNIVERSITY Intercultural Communication Chapter 9: Intercultural Negotiation Process Trade Agreements July, 20014 • General license – never actually issued • Validated license — allows specific exporter to export specific products to specific places • Free trade zones or trade blocs — products enter without customs duties Facilitator: Mr. UON SOKCHEA, MBA, MA, and Ph. D Can. Tel: 070 94 38 39 / 017 56 52 87 Email: uon. sokchea 14@gmail. com / sokchea_headoffice@yahoo. com

PANHA CHIET UNIVERSITY Intercultural Communication Chapter 9: Intercultural Negotiation Process July, 20014 Statements Characteristic

PANHA CHIET UNIVERSITY Intercultural Communication Chapter 9: Intercultural Negotiation Process July, 20014 Statements Characteristic of U. S. Negotiating Style • "I can handle this myself" (to express individualism). • "Please call me Steve" (to make people feel relaxed by being informal). • "Pardon my friend" (to excuse profanity/no respect ). • "Let's get to the point" (to speed up decisions). • "Speak up; what do you think? " (to avoid silence). • "A deal is a deal" (to indicate an expectation that the agreement will be honored).

PANHA CHIET UNIVERSITY • • Intercultural Communication Chapter 9: Intercultural Negotiation Process China July,

PANHA CHIET UNIVERSITY • • Intercultural Communication Chapter 9: Intercultural Negotiation Process China July, 20014 Reserved; known for hospitality and good manners Give small, inexpensive presents Do not like to be touched Consider mutual relationships and trust very important Technical competence of negotiators necessary Prefer to use an intermediary Rarely use lawyers Ample room for compromise Facilitator: Mr. UON SOKCHEA, MBA, MA, and Ph. D Can. Tel: 070 94 38 39 / 017 56 52 87 Email: uon. sokchea 14@gmail. com / sokchea_headoffice@yahoo. com

PANHA CHIET UNIVERSITY Intercultural Communication Chapter 9: Intercultural Negotiation Process France July, 20014 •

PANHA CHIET UNIVERSITY Intercultural Communication Chapter 9: Intercultural Negotiation Process France July, 20014 • Have a sense of pride sometimes interpreted as supremacy (the highest) • French logic ("Cartesian" logic) proceeds from what is known in a point-by-point fashion until agreement is reached • Protocol, manners, status, education, family, and individual accomplishments are keys to success with the French Facilitator: Mr. UON SOKCHEA, MBA, MA, and Ph. D Can. Tel: 070 94 38 39 / 017 56 52 87 Email: uon. sokchea 14@gmail. com / sokchea_headoffice@yahoo. com

PANHA CHIET UNIVERSITY Intercultural Communication Chapter 9: Intercultural Negotiation Process Germany July, 20014 •

PANHA CHIET UNIVERSITY Intercultural Communication Chapter 9: Intercultural Negotiation Process Germany July, 20014 • Protocol is important • Dress is conservative; correct posture and manners are required • Use titles when addressing members of the negotiating team • Prefer keeping a distance between themselves and the other team • Have technical people as part of the negotiation team as Germans are detail oriented • Punctuality is expected • Contracts are firm guidelines to be followed exactly Facilitator: Mr. UON SOKCHEA, MBA, MA, and Ph. D Can. Tel: 070 94 38 39 / 017 56 52 87 Email: uon. sokchea 14@gmail. com / sokchea_headoffice@yahoo. com

PANHA CHIET UNIVERSITY Intercultural Communication Chapter 9: Intercultural Negotiation Process India July, 20014 •

PANHA CHIET UNIVERSITY Intercultural Communication Chapter 9: Intercultural Negotiation Process India July, 20014 • Bribery (corruption) is common; having connections is important • Avoid using the left hand in greetings and eating • Request permission before smoking, entering, or sitting • Building relationships is important; an introduction is necessary • Intermediaries (go-between) are common • Use titles to convey respect • Knowledge of local affairs is important • Negotiation process can be long Facilitator: Mr. UON SOKCHEA, MBA, MA, and Ph. D Can. Tel: 070 94 38 39 / 017 56 52 87 Email: uon. sokchea 14@gmail. com / sokchea_headoffice@yahoo. com

PANHA CHIET UNIVERSITY Intercultural Communication Chapter 9: Intercultural Negotiation Process Japan July, 20014 •

PANHA CHIET UNIVERSITY Intercultural Communication Chapter 9: Intercultural Negotiation Process Japan July, 20014 • Business etiquette (brand name) is very important, including business card exchange • Meeting should be arranged by an intermediary • Subtle and complex verbal and nonverbal cues are used to avoid having someone lose face or lose the group harmony/match • The Japanese use more silence and less eye contact than U. S. persons • Consider contracts as flexible instruments • Are suspicious/doubt of a negotiating team that includes lawyers Facilitator: Mr. UON SOKCHEA, MBA, MA, and Ph. D Can. Tel: 070 94 38 39 / 017 56 52 87 Email: uon. sokchea 14@gmail. com / sokchea_headoffice@yahoo. com

PANHA CHIET UNIVERSITY • • Intercultural Communication Chapter 9: Intercultural Negotiation Process Latin America

PANHA CHIET UNIVERSITY • • Intercultural Communication Chapter 9: Intercultural Negotiation Process Latin America July, 20014 Relationships are important Bribery is common Government is very involved in business Negotiators chosen based on family connections, political influence, education, and gender (females should be in the background) Social competence/ability is important Most agreements are consummated over lunch Numerous/many meetings is the norm; time is not seen as important Avoid gestures Facilitator: Mr. UON SOKCHEA, MBA, MA, and Ph. D Can. Tel: 070 94 38 39 / 017 56 52 87 Email: uon. sokchea 14@gmail. com / sokchea_headoffice@yahoo. com

PANHA CHIET UNIVERSITY Intercultural Communication Chapter 9: Intercultural Negotiation Process Russian States July, 20014

PANHA CHIET UNIVERSITY Intercultural Communication Chapter 9: Intercultural Negotiation Process Russian States July, 20014 • In the past, negotiation sessions have been long, with Russians controlling the agenda • Are concerned with age, rank, and protocol • Tend to be formal • Friendships are not crucial/necessary to business • Contracts interpreted rigidly/strictly • Concerned with maximizing their profits Facilitator: Mr. UON SOKCHEA, MBA, MA, and Ph. D Can. Tel: 070 94 38 39 / 017 56 52 87 Email: uon. sokchea 14@gmail. com / sokchea_headoffice@yahoo. com

PANHA CHIET UNIVERSITY Intercultural Communication Chapter 9: Intercultural Negotiation Process July, 20014 Negotiating globally

PANHA CHIET UNIVERSITY Intercultural Communication Chapter 9: Intercultural Negotiation Process July, 20014 Negotiating globally can present many opportunities. Corporations can expand their markets, increase their communications, markets, profits and productivity, and lower their costs by negotiating globally. Facilitator: Mr. UON SOKCHEA, MBA, MA, and Ph. D Can. Tel: 070 94 38 39 / 017 56 52 87 Email: uon. sokchea 14@gmail. com / sokchea_headoffice@yahoo. com

PANHA CHIET UNIVERSITY Intercultural Communication Chapter 9: Intercultural Negotiation Process July, 20014 Course Book:

PANHA CHIET UNIVERSITY Intercultural Communication Chapter 9: Intercultural Negotiation Process July, 20014 Course Book: Intercultural Communication in The Global Workplace Fifth Edition Iris Varner & Linda Beamer The End Facilitator: Mr. UON SOKCHEA, MBA, MA, and Ph. D Can. Tel: 070 94 38 39 / 017 56 52 87 Email: uon. sokchea 14@gmail. com / sokchea_headoffice@yahoo. com