Matakuliah : J0474 International Marketing Tahun : 2009 Negotiating with International Customers, Partners, and Regulators Chapter 23

The Dangers of Stereotypes. Learning Outcome The Dangers of Stereotypes. The Pervasive Impact of Cultural on Negotiation Behavior. Implications for Managers and Negotiators. Bina Nusantara University

Negotiating with International Customers, and Partners Face to face negotiations are an omnipresent activity in international commerce. The sales of goods and services, the management of distribution channels, the contracting for marketing research and advertising services, licensing and franchise agreements, and strategic alliances all require managers from different cultures to sit and talk with one another to exchange ideas and express needs and preferences. Bina Nusantara University

The Dangers of Stereotypes The images of John Wayne, the cowboy, and the samurai, the fierce warrior, often are used as cultural stereotypes in discussions of international business negotiations. The best negotiators are The Japanese, because they will spend days trying to get to know their opponents. Bina Nusantara University

The Pervasive Impact of Cultural on Negotiation Behavior This section is to demonstrate the extent of cultural differences in negotiation styles and how these differences can cause problems in international business negotiations. Cultural differences cause four kinds of problems in International business negotiations, at the levels of : Language. Nonverbal behaviors Values Thinking and decision making processes. Bina Nusantara University

The Pervasive Impact of Cultural on Negotiation Behavior Differences in Language and Nonverbal Behaviors Korea China Taiwan Russia Japan Germany United Kingdom Spain France English- Speaking Canada French Speaking Canada United States Brazil Mexico Bina Nusantara University

The Pervasive Impact of Cultural on Negotiation Behavior Differences in Values Competitiveness Equality Objectivity Punctuality Bina Nusantara University

Implications for Managers and Negotiators Four steps lead to more efficient and effective international business negotiations. Selection of the appropriate negotiation team. Management of preliminaries, Including training, preparations, and manipulation of negotiation settings, 3. Management of the process of negotiations, that is, What happens at the negotiation table, 4. Appropriate follow-up procedures and practices. Bina Nusantara University

Summary Because styles of business negotiations vary substantially around the world, it is important to take cultural differences into account when meeting clients, customers, and business partners across the international negotiation table. Four kinds of problem frequently arise during international business negotiations- problem at the level of language, non verbal behavior, values and thinking and decision-making processes. All around the world business negotiations involve four steps : non task sounding, task-related information exchange, persuasion, and concessions and agreement. Bina Nusantara University