NEGOTIATIONS

CROSS CULTURE
INDIA

SINGAPORE
 NEGOTIATIONS
 Negotiation is a dialogue intended to resolve
disputes, to produce an agreement upon
courses of action, to bargain for individual or
collective advantage, or to craft outcomes to
satisfy various interests.
 ETYMOLOGY

 The word "negotiation" is from the Latin

expression, "negotiatus", past participle of
negotiare which means "to carry on
business". "Negotium" means literally "not
leisure
OCCURANCE
IN BUSINESS

NON-PROFIR
ORGANISATIONS

GOVERNMENT BRANCHES
• MARRIAGES/DIVORCE
PERSONAL SITUATIONS • EVERYDAY LIFE

AMONG NATIONS

LEGAL PROCEEDINGS
STEP 1: PREPARATION

STEP 2: BUILDING THE

RELATIONSHIP

STEP 3: EXCHANGING
INFORMATION/FIRST OFFER

STEP 4: PERSUASION

STEP 5: CONCESSIONS

STEP 6: AGREEMENT
 NEGOTIATION STYLES
 Accommodating

 Avoiding

 Collaborating

 Competing

 Compromising
BUSINESS MEETINGS
AND NEGOTIATIONS

INDIA V/S SINGAPORE

 LANGUAGE: Hindi
INDIA
 HIERARCHY: Strict hierarchy

 DOING BUSINESS- Meeting and Greeting:

 Namste
 Being late can be considered under certain circumstances
 Family given more preference over business
 Do well with the people they know or trust

 DOING BUSINESS - Meetings and Negotiations

 Don’t like aggressive behavior
 Patient listener
 Don’t like to say ‘NO’
 Demand respect
 SINGAPORE
 LANGUAGE:
Singapore has four national languages: Mandarin, Malay,
Tamil and English. For business and politics, English is the
language of choice

SINGAPORE SOCIETY AND CULTURE- Face and Respect:

 Having face indicates personal dignity
 Face is a prized commodity that can be given, lost, taken away or earned
 Face is what makes Singaporeans strive for harmonious relationships

 HIERARCHY: Strict hierarchy

 DOING BUSINESS - Meeting and Greeting:

 Shake hands
 The negotiations should be fixed at least 2 weeks in advance
 List of the people involve in the process to be mentioned

 DOING BUSINESS- Meetings and Negotiations:

 Wait until asked to sit (specific place for everyone)
 Proceedings go with a slow pace
 Never loose your temper as you may loose your ‘FACE’
 INDIA
LOW HIGH
SINGAPORE
LOW HIGH
THANK YOU

RASHMI SINGH
PG B- 65