MANAJEMEN

LINTAS
BUDAYA
Perbedaan Aspek Budaya Antar Negara, Negosiasi dan Pengambilan
Keputusan di Lingkungan Multi Budaya
 ANGGOTA KELOMPOK 6:

Ni Luh Renia Sasti Devi (1807521237)

Ni Komang Darmayanti (1807521240)

Luchia Jenifer Chircia Bana (1807521243)

Ni Wayan Yarsini (1807521245)

Desak Agung Sri Prabawati Gayatri (1807521249)

 CONTENTS OF THIS PRESENTATION
1. Pengertian Negosiasi dan Proses Negosiasi
2. Perbedaan Budaya dan Perbedaan Gaya Negosiasi di Lingkungan Global
3. Gaya Negosiasi : China, Amerika, dan Timur Tengah
4. Pengertian dan Proses Pengambilan Keputusan
5. Pengaruh Budaya dalam Pengambilan Keputusan di Lingkungan Multi Budaya

6. Negosiasi dan Pengambilan Keputusan Gaya Eropa

7. Negosiasi dan Pengambilan Keputusan Gaya Jepang
8. Negosiasi dan Pengambilan Keputusan Gaya Timur Tengah
9. Dampak Toleran Ambiguity dan Risk Avoidance Terhadap Negosiasi
 01
PENGERTIAN NEGOSIASI DAN
PROSES NEGOASI
 Our evolution

2017 2018 2019 2020

Mercury Venus Jupiter Saturn

It’s the smallest and It has a beautiful It’s the fifth planet It’s the sixth planet
innermost planet in name, but also very from the Sun and from the Sun and
the Solar System high temperatures the largest the second-largest
 What Sets Us Apart?

100% A critical Trusted

organic mission partnership
Venus has a beautiful It’s the smallest and It’s the sixth planet from
name, but also a innermost planet in the the Sun and the second-
poisonous atmosphere Solar System largest
“This is a quote, words full of wisdom
that someone important said and can
make the reader get inspired.”
—SOMEONE FAMOUS
 Buyer Persona
Skills:
Internet Influences
Software Venus has a
Social beautiful name

Must Do Frequency
Angelina Doe Despite being red, Earth is the third
Mars is a cold place planet from the Sun
Age: 35
Occupation: IT Must Never Relationship
Education: University Saturn is a gas giant Mercury is the
Personality: Extrovert and has rings smallest planet
02
JUDUL
 Buyer Journey

01 02 03

Awareness Consideration Decision

Mercury is the closest Despite being red, Mars Jupiter is a gas giant and
planet to the Sun is a cold place the biggest planet
Sales Funnel

Awareness
01 Mercury is the closest planet to the Sun

Interest
02 It’s a gas giant and has several rings

Decision
03 It’s the closest planet to the Sun

Purchase
04 Despite being red, Mars is a cold place
 Competitor Analysis

20% 10% 50% 25%

Mercury Mars Venus Jupiter

It’s the closest planet Despite being red, Venus has a A gas giant and the
to the Sun Mars is a cold place beautiful name biggest planet
 SWOT Analysis

Strengths Weaknesses

Venus is the second planet from Mercury is the smallest and

the Sun. It is named after a innermost planet in the entire
Roman goddess Solar System

Opportunities Threats

Saturn is the sixth planet from Jupiter is the fifth planet from
the Sun and the second-largest the Sun and the largest in the
in the Solar System Solar System
 Our SWOT Analysis

Weaknesses Opportunities

Strengths Jupiter is the biggest Neptune is the Threats

planet in the entire farthest planet from
Despite being red, Solar System the Sun Saturn is composed
Mars is actually a mostly of hydrogen
very cold place and helium
 Goals

Goal 1 Goal 3

Venus has a beautiful Jupiter is a gas giant

name, but also very and the largest planet
high temperatures in the Solar System

Goal 2 Goal 4

Saturn is composed Mercury is the smallest

mostly of hydrogen and innermost planet
and helium in the Solar System
 03
GAYA NEGOSIASI: CHINA,
AMERIKA DAN TIMUR TENGAH
 Negosiator Sukses di Seluruh Dunia

Berikut ini adalah profil-profil terpilih tentang apa yang

diperlukan untuk menjadi negosiator yang sukses seperti
yang dipersepsikan oleh orang-orang di negara asal mereka.
Ini adalah profil negosiator China, Amerika, India, Arab,
Swedia, dan Italia, berdasarkan pilihan dari karya Pierre
Casse, dan memberikan beberapa wawasan tentang apa
yang diharapkan dari negosiator yang berbeda dan apa yang
mereka harapkan dari orang lain.
 NEGOSIATOR CHINA
1. Sesuai dengan adat ketimuran
2. Orang China lebih menyukai pembahasan prinsip-prinsip umum
3. Mitra bisnis
4. Kesepakatan bisnis
5. Negara China dikuasai sepenuhnya oleh partai komunis
6. Mementingkan kejujuran
7. Mementingkan arbitrase
8. Terdapat jaringan bisnis (guanxi)
9. Tidak memakai budaya lain sebagai ukuran
10.Harus ada keputusan bisnis
 Negosiator Amerika menurut Casse

1.Mereka menghormati, sopan, dan jujur dalam negosiasi

tetapi beroperasi dari pendirian yang tegas sejak awal,
tanpa mengungkapkan pilihan yang terbuka untuk
negosiasi.
2.Mereka umumnya berpengalaman dalam masalah yang
dihadapi dan bagaimana mengatur waktu interaksi dan
menunggu pihak lain untuk mengambil langkah pertama
dalam negosiasi.
3.Mereka secara eksplisit tentang posisi mereka dan hanya
akan mengungkapkan kompromi mereka ketika negosiasi
menemui jalan buntu.
 Negosiator India
 Mereka rendah hati dan jujur ​serta bertindak dengan niat baik, pada saat yang sama
percaya bahwa lawan akan bertindak serupa.
 Mereka bertindak dengan pengendalian diri dan berusaha mencapai hasil yang sama-
sama menguntungkan bagi semua pihak, dalam semangat satyagraha, sehingga
menempatkan proses negosiasi pada tingkat spiritual.
 Mereka menghormati pihak lain, sangat sabar dalam menjelaskan dan bernegosiasi,
tidak menghina orang lain, dan mengingat gambaran besarnya.
 Mereka akan bermeditasi dan memercayai naluri mereka untuk mempertimbangkan
sudut pandang lawan, tidak menyimpan rahasia, dan bersedia berubah pikiran.
 Negosiator Arab
 Mereka memiliki tingkat rasa hormat, kepercayaan, dan prestise untuk menjadi
mediator.
 Mereka mempertahankan 'wajah' untuk semua pihak dengan menghormati martabat
mereka, meminimalkan konflik di antara lawan, dan menghindari situasi yang akan
membuat pihak mana pun merasa rendah diri.
 Mereka menggunakan teknik persuasif seperti merujuk pada orang lain yang dihormati
dan apa yang diinginkan orang tersebut, dan menggunakan konferensi untuk menengahi
masalah.
 Mereka mempertahankan ketidakberpihakan mereka dan mencari solusi yang terhormat
untuk semua pihak.
 Negosiator Swedia
 Sopan, tepat waktu, serius, dan bijaksana, meskipun cenderung terlalu
berhati-hati.
 Mereka menjalankan rapat secara efisien dengan sedikit emosi yang terlihat,
dan suka langsung terjun ke bisnis.
 Mereka bisa sangat fleksibel, tetapi waspada terhadap konfrontasi dan
membutuhkan waktu untuk bereaksi terhadap ide-ide baru dari pihak lain
dalam negosiasi.
 Negosiator Italia
 Mereka dramatis, tidak menyembunyikan emosi, dan menggunakan serta
membaca gerakan nonverbal - khas budaya Italia.
 Mereka menggunakan pujian dalam komunikasi negosiasi dan - selalu
berhati-hati dalam menciptakan kesan yang baik (the bella figura) - sangat
membantu dan simpatik untuk menjaga reputasi mereka.
 Mereka bijaksana dalam menangani konfrontasi dan cenderung tidak
beropini, tetapi mereka juga kreatif dalam menemukan cara untuk keluar dari
lawan dalam negosiasi
 Gaya Negosiasi

Internet sebagai
Membandingkan Profil Mengelola Negosiasi
Pendukung Negosiasi

Mengelola Resolusi Konteks dalam

E- Negosiasi
Konflik Negosiasi
It’s the biggest planet in Despite being red, Mars It’s the third planet from
the Solar System is a cold place the Sun
 04
Pengertian dan Proses
Pengambilan Keputusan
 Pengertian Pengambilan Keputusan

Pengambilan Keputusan merupakan hasil dari serangkaian

keputusan kecil dan besar. Keputusan tersebut mencakup
keputusan yang dibuat oleh masing-masing pihak sebelum
negosiasi sebenarnya dimulai misalnya, dalam menentukan
posisi perusahaan dan penggunaan proposal yang mungkin
disarankan atau diterima.
Pengaruh budaya pada pengambilan keputusan

Sangat penting bagi manajer internasional untuk memahami pengaruh

budaya pada gaya dan proses pengambilan keputusan. Budaya
mempengaruhi pengambilan keputusan baik melalui konteks yang lebih
luas dari budaya kelembagaan bangsa, yang menghasilkan pola
pengambilan keputusan kolektif, dan melalui sistem nilai berbasis
budaya yang mempengaruhi persepsi atau interpretasi setiap individu
pembuat keputusan terhadap suatu situasi.
 Pendekatan pengambilan keputusan

Selain memengaruhi berbagai tahapan proses

pengambilan keputusan, sistem nilai memengaruhi
pendekatan keseluruhan pembuat keputusan dari
berbagai budaya. Tingkat utilitarianisme relatif
versus idealisme moral dalam masyarakat mana
pun memengaruhi pendekatan keseluruhannya
terhadap masalah.
Contoh pengambilan keputusan di China
 Gaya Negosiasi: China, Amerika dan Timur Tengah

Key Action 1 Mars

Neptune is far Despite being red,
away from Earth Mars is cold

Goals
It is named after
a Roman goddess
Key Action 2 Saturn
Earth is where we It’s a gas giant and
all live on has several rings
 Key Action Items

First Quarter Second Quarter Third Quarter

Here you can describe Here you can describe Here you can describe
Key Action 1 your items for the your items for the your items for the
quarter quarter quarter

Here you can describe Here you can describe Here you can describe
Key Action 2 your items for the your items for the your items for the
quarter quarter quarter

Here you can describe Here you can describe Here you can describe
Key Action 3 your items for the your items for the your items for the
quarter quarter quarter
 Timeline

Mars Jupiter Saturn

Despite being red, It’s the biggest Saturn is the sixth
Mars is cold planet of them all planet from the Sun

Mercury Neptune
It’s the closest planet It’s the farthest
to the Sun planet from the Sun
 Budget

Jupiter Neptune
Jupiter is a gas giant 40% Neptune is the fourth-
and the biggest planet largest planet in the
in the Solar System 60% Solar System

To modify this graph, click on it, follow the link, change the data and paste the new graph here
 KPI Overview

Paid Search €1.5

25% 50%

Organic Search €2.7

Jupiter Venus
A gas giant and the Planet Venus has a Referral €3.2
biggest planet beautiful name

Productivity CPC by traffic

To modify this graph, click on it, follow the link, change the data and paste the new graph here
 Our Team

David James Keanu Doe

You can replace the image on You can replace the image on
the screen with your own the screen with your own
Project Vision Deliver Value

Venus has a beautiful The second planet from

name, but also a the Sun. It is named after
poisonous atmosphere a Roman goddess

Guiding
Principles
Effective Efficiency Teamwork

The fifth planet from the Saturn is the sixth planet

Sun and the largest in the from the Sun and the
Solar System second-largest
Awesome Words
 Maybe You Need More Columns

Venus Mercury Saturn

Planet Venus has a It’s the closest planet to It’s composed of
beautiful name the Sun hydrogen and helium

Jupiter Mars Earth

It’s the biggest planet in Despite being red, Mars It’s the third planet from
the Solar System is a cold place the Sun
 3,235.00
Big numbers catch your audience's attention
 Active Marketing List

● Accessory Buyers: Venus has a beautiful name, but also high temperatures
● Bloggers: Mercury is the smallest and innermost planet in the Solar System
● Computer Buyers: Saturn is the sixth planet from the Sun and the second-largest
● Current Customers: Jupiter is the biggest planet in the entire Solar System
● Home Appliance Buyers: Neptune is the farthest planet from the Sun
● Online Reviewers: Earth is the third planet from the Sun and where we all live on
 Map

Venus
Planet Venus has a
beautiful name

Mars
Despite being red,
Mars is a cold place
 Market Share
Venus
Planet Venus has a
beautiful name
Saturn
Mars
To modify this graph, 859 1000 Despite being red,
click on it, follow the Mars is a cold place
link, change the data
and paste the new
graph here
Jupiter
541
It’s a gas giant and
the biggest planet
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