Negotiations &

Intercultural
Communication
Maša Kuljiš, MA
masa.kuljis@tec.mx
 You read the HBR Article
“Strategies That Fit Emerging Markets”
Homework #2 Let´s discuss the following questions:
Discussion • Which were the key findings?
• Which are their implications for the intercultural
negotiations?
How to Resolve Conflicts?

BY USING FORCE BY USING

NEGOTIATING SKILLS
 • “Chinese WhatsApp” VIDEO
• WeChat

• Take a few minutes to reflect on

NEW your reactions & comments to the
video.
TECHNOLOGIES • Try to explain how could this trend
change the way we communicate and
negotiate.
 • Obtained only when the needs (interests) of both
parties are taken into account in the negotiation
Success of a
Negotiation • Negotiators satisfied

• In a successful negotiation all are winners

 Interpersonal Negotiation

Intraorganizational
Levels of a Negotiation
Negotiation Interorganizational
Negotiation

International Negotiation

• Bilateral
• Multilateral
Satisfaction Conditions

• Have high expectations

• Build trust
• Listen
• Resolve a problem
• Be persistent
• Learn from the previous experience
 • The ability to identify interests, recognize
differences, handle disputes, invent options, create
new ideas, build consensus, etc.
Abilities of a • necessary skills which an ambitious negotiator
Great must have
Negotiator
• The most important skill of a negotiator is the
ability to see things as the others see them.
Abilities of a Great Negotiator

Be creative
Express your •Invent options
Be empathic Be assertive
ideas clearly •Generate
alternatives

Build and
Thinking maintain a
Listen Be open
systematically climate of trust in
the long term

Be confident Collaborate Be flexible Respect

Add value
 • Lose – Lose result
• Win – Lose result
Results of a • Lose – Win result
Negotiation
• Win – Win result
• Zero result
 • The result of insisting on the irrationality:
• "If I don’t win, you won’t either.“

• An attitude of "all or nothing"

Lose-Lose • The parties prefer to emphasize their

Result differences rather than to propose solutions
of the conflict.

• The parties are not looking for solutions but

for an image of “trying to reach for a
solution”.
 • The most convenient and satisfactory.
Getting the parties to get closer until they
reach a mutually acceptable position.
• The goal is:
• "My interests and those of the other party."

Win-Win Result
• It forms a climate of confidence in the long
term.
• Alternatives which generate mutual profit
are created.
• All parties solve their problems satisfactory.
 • The benefit of one party results to be the loss
of the other party, so the aggressive
negotiation is generated.

• One party uses the power in order to subdue

Win-Lose Result the counterparty.

• Conflicts are personalized, the problem

focuses on the people and not on the
positions and interests.
 • None of the sides won, but neither lost.

• Not to achieve an agreement does not mean

a failure.
Zero Result
• “It seems we didn’t succeed to reach a
business deal together this time. Hopefully,
there'll be better moments in the future. "
 • The strategic level means establishing
agreements with individuals, teams, areas
and organizations in order to obtain a
Strategic competitive advantage.
Negotiation
• Example: TV Azteca and NBC
• Strategic alliance of two companies
 • Identify your major:
• Customers

Model of a • Suppliers
• Competitors
Strategic • Possible alliances
Negotiation • “Who could I make a strategic negotiation with and
for which reason?”
• Which will be my competitive advantage?
 Hands-On Time
Team Projects Advance
• Determine:
• Team meeting day & hour
• Desired presentation date
• Your main topic & subtopics to cover (an outline)
• Project working plan (Excel/Gantt Chart/PPT)
• Main tasks & responsible team member

Homework
• Continue working on your project´s brainstorming & preparation
• Focus on the main topic & subtopics research
• Be sure to have some key insights for the next class
• Revise your class notes and material on Canvas to prepare for our First Partial Exam
• Next Thursday, March 24, online
Q&A
Have a great long
weekend!
Let me know if you
need anything.
I will be glad to help. ☺