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Negotiations week 5
| Question | Answer |
|---|---|
| what to do if worried you got a better deal than other person | mini post settlement settlement, nibble (don't have to give up value) |
| culture | unique characteristics of socially identifiable group |
| psychological factors | values and norms shared by group memebers |
| sterotyping | thinking that bc someone belongs to a certain group that they must hold those values or behave that way |
| common cross culture difficulties in negotiation | relationship vs contract, punctuality, non-verbal behavior, urgency, gender diff, info sharing |
| 3 things that depict how much a culture should change to meet needs | cultural tightness, interests, power |
| high context culture characteristics | implicit communication, high importance on verbal cues, may say opposite of what they mean, prioritize trust |
| high context cultures | latin, middle eastern, asian, african |
| low context culture characteristics | prefer explicit communication, high importance on efficiency, clear rules, will use a clear no, comfortable with short term business, focus on relationship |
| low context cultures | US, Canada, Germany |
| cultural bridge | hire expert to learn more and interpret dynamics |
| cultural tightness-loosness | some cultures have norms very important and dont like to deviate from them, degree volation of social norms are sanctioned, explains diff in culture |
| 4 search activities for trust | due diligence (seek info), brokerage (relation through mutuals), goodwill building, testing |
| Western cultures managers | assume new business partner trustworthy until proven otherwise, do not rely on social relationships to ensure trust |
| western culture | openess, high trust loose culture, come ready with info to share |
| east asian managers | have 3 steps: first seek info about them, then meet them, then engage in more social relationship building |
| east asian culture | competency, high trust, tight culture, rely on reputation and test for competence, value brokerage |
| middle eastern and south asian managers | sought out ppl not members of immediate family who respect their values, research their reputation |
| middle eastern and south asian cultures | respect, tight culture, low trust, spend time socializing before negotiation, understand local norms which is best way to show respect |
| latin american managers | social relationship comes first and then business, shared values primary criteria for trustworthiness |
| latin american culture | similar values, loose culture, low trust, be ready to socialize, share personal info, willing to learn their culture |
| 5 criteria for trust | respect, mutual values, competence, openess, professionalism |
Created by:
emilysun77