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Resumen Intercultural Negotiation
Resumen Intercultural Negotiation
Resumen Intercultural Negotiation
DIAGNOSE
PURPOSE OF THIS PHASE: to ask yourself “Should I negotiate or
not?”
CONFLICT ANALYSIS:
➢ Every negotiation has a conflict of interest when it stars. We should do also a discovery of any other
conflict involved between the parties, such as value conflicts, relationship conflicts, goal conflicts, etc.
➢ Risk Analysis: does negotiating bring us bigger risks?
➢ What conflict resolution strategies should I use?
➢ Do I need a mediator?
NNI
ANALYSIS OF THE SITUATION
NG
- Negotiation types (team negotiation, mediation, multi-party, etc.)
- Goal setting (BATNA, ZONA and ZOPA, scoring system, etc.)
- Time and place aspects
- Personality and style of the negotiators
- Power involved
STRATEGY SELECTION: after gathering all of the necessary information for our goals’ setting, it’s
time to choose our approach --> cooperative or competitive
- Our strategy selection may change along the negotiation.
- Remember always to readapt your strategy according to the other person’s approach.
TACTICS SELECTION: once we have chosen our strategy it’s time we choose our tactics to reach the
agreement.
executi (During the execution we use our strategy and tactics created in base
of our previous analysis. We should have the flexibility to change them along the execution)
on COMMUNICATION
- First offers
- Anchors
- Concessions
POST
NEGOTIATION
DIAGNOSE
DIAGNOSING HOW IT WENT AND WHAT WENT WRONG
types of negotiation
CATEGORIZATION ACCORDING TO DIFFERENT ASPECTS
DiSC measures your personality and behavioral style. It does not measure intelligence, aptitude, mental
health or values. DiSC profiles describe human behaviour in various situations, for example how you respond
to challenges, how you influence others, your preferred pace and how you respond to rules and procedures.
Direct, strong-willed and Sociable, talkative and Gentle, accommodating and Private, analytical and
forceful lively soft-hearted logical
DOMINANCE:
❏ Their strengths: goal oriented, problem solvers, risk takers, no guidance needed, self-confidence, like
challenges and competition, individualistic.
❏ Their weaknesses: authoritarian, not good with relationships, may be egocentric, impatient, not
empathic, easy to irritate.
❏ How to motivate them: let them take control of the task, don’t control them too much, be clear,
involve them in the decision process. If they attack you, do not give in.
❏ Communication style: direct communication, too honest, they interrupt people, go straight to the
point, lead conversations and meetings.
❏ How to get better if you are one: care more about people, stop discussing everything, relaxing is not a
crime, more self control, accept that you can be wrong sometimes.
INFLUENCE:
❏ Their strengths: people orientated, very enthusiastic, optimistic, they rarely provoke confrontations,
good for teamwork, very persuasive because people trust them.
❏ Their weaknesses: they ignore rules, very impulsive and talkative, care too much on their popularity
and not results, they lie often, they don’t finish what they start, tend to think they can get out of any
situation by talking.
❏ How to motivate them: popularity, the possibility to explain their ideas, bing the centre of attention,
friendly relationships, they want people to see their accomplishments.
❏ Communication style: sense of humor, great communication skills, good at motivating people.
❏ How to get better if you are one: keep your promises, get out of other people’s businesses, become
better at time management, give more realistic information, stop exaggerating, set realistic goals.
STEADINESS:
❏ Their strengths: loyal, supportive, friendly, they hate conflict and they are good stopping it, they
finish what they start and they are patient and calm.
❏ Their weaknesses: tend to be passive, possessive with their things, they are usually predictable, not
good with changes, they prefer to be told what to do, they prefer to give up than to fight.
❏ How to motivate them: stable and structured ways of working, one task at the time, people who
recognize their loyalty, clear rules, they prefer small groups of work, they hate chaos and
disorganized work environments.
❏ Communication style: they talk relaxed and slowly, they hear and then talk, they never intend to
create confrontation.
❏ How to get better if you are one: be more flexible, take some risks, work with people even if they are
not your friends, talk more during meetings.
CONSCIENTIOUSNESS:
❏ Their strengths: cautious and precise, analytical and logical, they study every aspect of a situation and
the possible outcomes, they care about the facts and data, perfectionists and disciplines, they fight
clean and don’t let emotions get in the way, they are good with complicated concepts and evaluating
people.
❏ Their weaknesses: extremely afraid of making mistakes, they lose too much time in details, they
always want to be right, they care too much about their reputation, don’t like strangers, they don’t
like sharing information, tend to think everyone is stupid.
❏ How to motivate them: having limited risks, well defined tasks, have enough time to think and plan,
don’t make them lose time with social interactions, show them you like the work they have done, do not
punish them for their mistakes in public.
❏ Communication style: really formal and cautious, tend to express calmly, they prefer conversations
about facts and not emotions, they usually don’t talk if they are not sure about what to say.
❏ How to get better if you are one: talk more about how you feel, less importance in details and more in
relationships, be more optimistic, perfection does not exist so stop searching for it, you don’t have to
know everything in order to give your opinion.