Negotiating With

Romans
Presentation of academic readings

GROUP 6
 Select a strategy
4 steps to select a strategy for cross-cultural negotiator

“KNOW “KNOW THE “KNOW THE “KNOW THE

YOURSELF” COUNTERPART” SITUATION” CONNECTION”

Step 1: “Know yourself”

Reflect on your culture’s negotiation
script

Step 2: “Know the

counterparts”
Learn the negotiation script of the
counterpart‘s culture
 Step 3: “Know the situation”
Consider the relationship and
Circumstances

FACTORS OF RELATIONSHIP AND CIRCUMSTANCES

RELATIONSHIP CIRCUMSTANCES
- Life of the relationship - Opportunity for Advance Coordination
- Fit of respective Scripts - Time schedule
- Balance of power - Audience
- Gender - Wild cards
PIHSNOITALER EHT WONK

Step 5: Choose your

Step 4: Predict or strategy
Influence the

Counterpart’s Approach
4 selection criteria:

- prediction - feasible
- influence - coherent pattern

- appropriate
- acceptable

µ
 Step1: Reflect on your culture’s
negotiation script

Step2: Learn the negotiation script of

the counterpart‘s culture
Choose a
strategy Step3: Consider the relationship and
Circumstances

needs: Step4: Predict or Influence the

Counterpart’s Approach and Choose
your Strategy

Step5: Choose your strategy

 Implementation

MONITOR THE BE PREPARED TO DEVELOP THIS

COUNTERPART’S MODIFY, SHIFT, OR RELATIONSHIP
FEEDBACK CHANGE

Conclusion
&
Questions