🗊Презентация Cultural differences in negotiations and conflict

Cultural Differences in Negotiations and Conflict Ekaterina Gerasimova Maxim Cherkasov GMU2-4 2018

Table of content Cultural features in Negotiations Cultural Differences in Negotiations Russia in World and World in Russia Cultural Differences in Conflict

Cultural features in Negotiations In Latin America it is indecent to negotiate between a man and a woman alone. In negotiations with the Japanese, you should remember that they avoid saying the word "no". Even refusing the second cup of tea, the Japanese instead of "thank you, no" uses an expression that literally means: "I'm already so beautiful."

The role of the look

Distance between partners

Punctuality

Greeting

Gifts

Russia in World and World in Russia Germans and Americans noted that they often had difficulties in business negotiations with their Russian counterparts because the latter: poorly oriented to goals, considered problems either very abstractly, or overly focused on the details (sometimes both together); did not see alternatives to solve problems, did not compare different solutions; took unclear, "theoretical" decisions, not necessarily focused on implementation. sought immediate benefits, showing slowness and weak interest in determining more distant prospects; were not sufficiently proactive, they showed a tendency to avoid responsibility, to dump the decision "upward"; preferred not to talk about conflicts openly; Strongly insisted on their positions, it was difficult to make concessions. In turn, the Russian negotiators believed that their foreign partners: were inclined to belittle them by imposing their own way of thinking and acting; did not look at Russians as full partners, did not give them enough authority and responsibility; were extremely pragmatic, focused only on the benefits; Do not think about social goals.

Cultural Differences in Conflict in the Japanese contracts, this paragraph is very common: "If in the course of execution of the contract conditions arise that create obstacles to the performance of contractual obligations of one of the parties, both sides will sit down at the negotiating table and discuss the situation that has arisen in order to change the existing contract" Americans can not imagine how to sit down and talk quietly with a partner who does not fulfill his contractual obligations. Chinese prefer more passive behavior styles, such as "compromise" or "compliance," British are more characterized by active styles such as "cooperation" or "competition."

References https://studopedia.ru/10_258713_kulturalnie-razlichiya-v-peregovorah.html http://business.damotvet.ru/negotiation/11769.htm