Intercultural Negotiations (BA)

Alexandru Ioan Cuza University of Iasi

Oct / Nov 2017

Katharina Groeblinger
katharina.groeblinger@fh-vie.ac.at

© Fachhochschule des bfi Wien GmbH

Table of contents

1. What is culture?
2. The culture iceberg
3. Stereotyping
4. Preparing for a negotiation
5. A good negotiator
6. Language skills
7. SMART objectives and HIT model
8. Negotiation in pairs

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Intercultural Negotiations

WHAT IS CULTURE?

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Intercultural Negotiations

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Intercultural Negotiations

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The culture iceberg

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The culture iceberg

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The culture onion

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Body language

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Stereotyping

Which nationalities are stereotypically

associated with the following characteristics?

 obsessed about food

 obsessed about fashion
 strict and correct
 traditional
 reserved
 loud

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Stereotyping

Where do stereotypes come from?

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Stereotyping

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Intercultural Negotiations

Does culture have an impact on

negotiations? If yes, in how far?

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 Intercultural Negotiations

How culture can affect your negotiation…

1. Goal: Contract or relationship?
2. Attitude: Win-win or win-lose?
3. Style: Formal or informal?
4. Communication: Direct or indirect?
5. Sensitivity to time: High or low?
6. Emotionalism: High or low?
7. Form of Agreement: General or specific?
8. Building an Agreement: Bottom-up ot top-down?
9. Organization: One leader or group consensus?
10. Risk taking: High or low?

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Intercultural Negotiations

What experiences have you made

with intercultural negotiations?
Give examples!

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???

What do you have to do

BEFORE a negotiation?

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Preparing for Negotiations

PREPARE
PREPARE
PREPARE
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Preparing for Negotiations

What do you need to PREPARE?

What do you need to KNOW?

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Preparing for Negotiations

my/our objectives
their objectives
the background/past relationship
the competition
profit and loss
strategy

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Intercultural Negotiations

Different stages of a negotiation

 Preparation and planning
→ importance of an agenda
 Introductions & smalltalk
 Making proposals and counterproposals
 Managing conflict
 Making concessions
 Reaching agreement
 Drawing up/signing a contract
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A good negotiator

What adjectives would you use to

describe a good negotiator?
→ Draw a mind-map!

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The Dos and Don’ts

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Language skills

What role do foreign language skills

play in intercultural negotiations?

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Before we start negotiating …

SMART & HIT

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SMART objectives

What are SMART objectives?

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SMART objectives

Set SMART objectives!

S SPECIFIC
M MEASURABLE
A ACHIEVABLE
R RELEVANT
T TIMED

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HIT model

Does anybody know the HIT model?

What does it imply?

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 HIT model

H HAVE TO HAVE
These aspects are a must for one of the parties.
Only 1 or 2 in each negotiation!
I INTEND
Something that is less essential but still important.
T TRADABLE
An aspect or item you are willing to trade for
something you want/need to obtain.

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Negotiation

Hiring a Newtonian
(Harvard University)

Role 1: Prospective employee

Role 2: HR Director

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Negotiation

1. preparation in 2 groups (10 - 15 mins)

2. one-on-one negotiation (10 mins)
3. debriefing (5 mins)

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Debriefing

3 Lessons Learned
3 Worked Well

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Intercultural negotiations

Any questions?

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Intercultural Negotiations

Thank you very much for your attention

and your active participation!

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