UNIT 1

CULTURE AND
NEGOTIATION
BY:Vishnupreya
 TOPICS TO COVER
 Culture and its Definition Culture –definition and characteristics.
 Cultural factors and specifics, their possible consequences and influence on
different aspects of business, Personality of a successful negotiator.
 Process of negotiation - main attributes and stages,
 Preparation for and planning of the business negotiation,
 Rules of effective persuasion.
 Breaking through "culture shock",
 Problem of concessions,
 ways to break deadlocks,
 position of strength,
 International negotiations - main aspects, comparison of different negotiate styles.
CHARACTERISTICS OF CULTURE

Shared Learned

Integrated Dynamic

Based on
symbols
Factors of
culture
 Impact of culture in
Business
• Communication of employees
• Fashion trends and lifestyle
• Creativity of the people(employees)
• Personal view and approach on work
• Asking questions
• Highlighting problems
• Response to the management or
authority
• Percievence towards others
communication
• Decision making
negotiator
A negotiator is someone who either
comes to an agreement with someone
else or helps other people reach such an
agreement.
When two people cannot see eye to eye,
it's time to bring in a negotiator.
 Personality of a
successful negotiator
Specific
Curious
Prepared 
Listens
Not Greedy
Focused
Recognises 
 Simple
Process of
negotiation
Main attributes Of Negotiation
• preparation and planning skill
• knowledge of the subject matter being negotiated
• ability to think clearly and rapidly under pressure and uncertainty
• ability to express thoughts verbally
• listening skill
• judgment and general intelligence
• integrity
• ability to persuade others
• patience
• decisiveness
• considers lots of options
• aware of the process and style of the other person
• is flexible
• thinks and talks about possible areas of agreement
 Preparation.

Open discussion.

6 stages of Clarification of goals.

negotiation Negotiation.

Agreement.

Implementation of a plan.
 Know Know Your Strategy.

Choose Choose Your Negotiating Style.

Preparation Identify Identify Goals.

for and Prepare Prepare a SWOT Analysis.
planning of
List List Pre-Meeting Questions.
the business
Compile
negotiation Compile Options / Deal Design. ...

Form Form a Trading Plan. ...

Set Set the Agenda.

Effective
persuasio
n
 Reciprocity.

Commitment/Consistency

Rules of Social Proof.

effective
persuasion Authority.

Liking.

Scarcity.
Problem of concessions
ways to
break
deadlocks 1.Avoid final offers.
2.Focus on the "can-do" Don't
tell them what you can't do;
tell them what you can do.
3.Take a time out.
4.Change the negotiator.
5.An off the record meeting.
International
negotiations
International negotiation is often a
process of power-based dialogue
intended to achieve certain goals or
ends, which may or may not
thoroughly resolve a dispute to the
satisfaction of all parties.
Thankyou!!!!