Chapter 19 - Negotiating with international customers, partners, and regulators. After studying this chapter you will be able to understand: The problems associated with cultural stereotypes, how culture influences behaviors at the negotiation table, common kinds of problems that crop up during international business negotiations, the similarities and differences in communication behaviors in several countries,. | International Marketing 15th edition Philip R. Cateora, Mary C. Gilly, and John L. Graham Differences in Language and Nonverbal Behaviors Americans are near the bottom of the languages skills list Americans don’t like side conversations by foreigners in their native language The variation across cultures is greater when comparing linguistic aspects of language and nonverbal behaviors than when the verbal content of negotiations is considered 15 cultural groups were videotaped and their cultural differences are explained in the next few slides Roy Philip Verbal Negotiation Tactics (The “What” of Communications) Roy Philip Exhibit Linguistic Aspect of Language and Nonverbal Behavior (“How” Things are Said) Roy Philip Exhibit Differences in Values Objectivity “Separating people from the problem” Competitiveness and equality Japanese appear to be the best negotiators with the highest profits Japanese appear to be more equitable with buyers Time The passage of time is viewed differently across cultures These differences most often hurt Americans Roy Philip Differences in Thinking and Decision-Making Processes Western approach – sequential Eastern approach – holistic Americans – business negotiation is a problem-solving activity Japanese – a business negotiation is a time to develop a business relationship with the goal of long-term mutual benefit American buyers should anticipate such a holistic approach and be prepared to discuss all issues simultaneously and in an apparently haphazard order Roy Philip Negotiation Preliminaries (1 of 2) Checklist for planning international negotiations Assessment of the situation and the people Facts to confirm during the negotiation Agenda Best alternative to a negotiated agreement (BATNA) Concession strategies Team assignments Roy Philip Negotiation Preliminaries (2 of 2) Aspects of the negotiation setting that should be pre-manipulated Location Physical arrangements . | International Marketing 15th edition Philip R. Cateora, Mary C. Gilly, and John L. Graham Differences in Language and Nonverbal Behaviors Americans are near the bottom of the languages skills list Americans don’t like side conversations by foreigners in their native language The variation across cultures is greater when comparing linguistic aspects of language and nonverbal behaviors than when the verbal content of negotiations is considered 15 cultural groups were videotaped and their cultural differences are explained in the next few slides Roy Philip Verbal Negotiation Tactics (The “What” of Communications) Roy Philip Exhibit Linguistic Aspect of Language and Nonverbal Behavior (“How” Things are Said) Roy Philip Exhibit Differences in Values Objectivity “Separating people from the problem” Competitiveness and equality Japanese appear to be the best negotiators with the highest profits Japanese appear to be more equitable with buyers Time The
