Cross Cultural Negotiation Stages
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Explain each stage of the negotiation process and the role that culture plays in each stage. Give examples to support your answer.
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The expert examines cross cultural negotiation stages. Examples of each stage are provided.
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Explain each stage of the negotiation process and the role that culture plays in each stage. Give example to support your answer
There are 6 distinct stages to the negotiation process and they are all about effective communication. Since people's culture has a strong bearing on how they communicate, the culture of the negotiating parties impacts how they negotiate and also determines whether they are successful in achieving the goals of their side.
": (1) preparation; (2) establishment of negotiator identities and the tone for the interaction; (3) information exchange; (4) exchange of items to be divided; (5) closing the deal; and (6) maximizing the joint returns." (Craver, 2004)
1. Preparation:
Gather the relevant facts on economic issues, and, where applicable, any legal or political issues (Craver, 2004). Example: Car buy - How much can you spend on a down payment? Can you afford adequate insurance? Does the car you want comply with the clean air standards in your state?
Know your bottom line- What will you settle for and under what circumstances? Remember that no deal is better than a bad deal (Craver, 2004). Example: Will you settle for any red sports car or does it have to be a Mustang? Will you take a blue Mustang if the price is right or does it also have to have the top of the line engine?
Know your opponent's bottom line (Craver, 2004)- Same as above only for your opponent. Know what the dealer price range is on the model that you want. The dealer maybe more likely to give you a better deal if he is desperate to clear out last year's ...
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