Professional Documents
Culture Documents
Chapter 5
Chapter 5
Cross-Cultural Negotiation
and Decision Making
PowerPoint by
Kristopher Blanchard
North Central University
& Dr Asma Abdullah (Malaysian Interculturalist)
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Negotiation
Managements ability to negotiate
productively effects their ability to
implement strategies
Negotiation is the process of discussion by
which two or more parties aim to reach a
mutually acceptable agreement
Negotiating across borders is more complex
because of the number of stakeholders
involved
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Managing Negotiation
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Managing Negotiation
Successful management of intercultural
negotiations requires the manager
To gain specific knowledge of the parties in the
upcoming meeting
To prepare accordingly to adjust to and control
the situation
To be innovative
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Practice patience
Accept prolonged periods of stalemate
Refrain from exaggerated expectations
Discount Chinese rhetoric about future prospects
Expect the Chinese to try to manipulate by shaming
Resist the temptation to believe that difficulties are your
fault
Try to understand Chinese cultural traits
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Managing Conflict
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Decision Making
Stages in the Rational Decision Making Model
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Looking Ahead
Chapter 6 - Formulating Strategy
Reasons for going international
Strategic Formulation Process
Steps in Developing International and Global
Strategies
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Stakeholders
Return
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Persuasion Tactics
Return
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