doing business across cultures and borders begin through good negotiation, and individuals with good management skills and capabilities negotiation. Managers can not negotiate fruitfully in the international market if they do not have the task of negotiating the capabilities and skills. Managers can not successfully negotiate if the neglect of these countries, cultures, beliefs and rituals. Differences in cultures, beliefs and rituals create difficulties in the effective negotiation process. Therefore, managers need to know the differences in the cultures and traditions of those countries, one after the other in order to perform efficiently and effectively and the success of the negotiations and be able to manage across cultures and borders.
It is also important to understand that because of our traditions and cultural differences, and individuals do not think, judge, act, look, the reason alike. Therefore, depending on the style of the negotiators, and should learn to adapt to the cultures of the countries that differ from them, where they intend to do business with them. It is encouraged shrewd negotiator empathically to accept and adapt to these traditions and cultures in order to profit.
before entering into global markets, and there are things needed by managers to learn. They need to focus on the following:
(1) how to prepare for the negotiations
(2) how to build relationships with their counterparts
(3) how can the relevant business information exchange
(4) how to persuade the other side to agree on the issues that concern them
(5) what to compromise on
(6) how to structure a final agreement
requirenegotiations between cultures careful preparation to anticipate and take advantage of the other party. To avoid problems, and managers need to be aware of issues such as cultural differences, language, beliefs and behaviors, and family environment, and the differences in time, work habits, and religion. Different regions and different methods of negotiation. Therefore, when managers familiarize themselves with this important negotiating tactics, they may understand the methods of negotiating counterparts. It is always recommended that companies do not look at the country they are going to negotiations, in order to see how the negotiating methods differ from their own. The research will help in the detection of the value of their system, and behaviors, the position of foreign companies. To stay in the future is the beginning of an excellent strategic deal.
in building relationships, managers should look for strategic partners. Who they can trust and respect, and be comfortable working with. And strategic partners are those that are familiar with the cultures and behaviors, and languages. Most developing countries enforce the agreement on the basis of their relationship and communication. These countries are rarely committed to the legal system because once you choose a new leader comes in, those legal contracts null and void. Therefore, it pays to build a strong relationship.
for the exchange of information, and recommended a focus of business men and women group in order to discuss issues of concern to each party. In this capacity, he played the role reversal before attending the session is recommended. Usually, they are asked questions by both parties to address their concerns, and issues that concern them, and provide the answers by the two parties in responding to these issues and concerns. In capitalist countries, like the United States, companies use a direct approach to the negotiations, while in other countries, and uses this indirect approach. Some countries use the debate approach to negotiation; others rely detail oriented, suspicious of what is in there for them or their counterparts, laid back, or protocol approach. Companies need to learn how to adapt to each environment in order to be successful.
convince the other party to change its original position is a good strategy to negotiate. It is recommended that each party focuses on everything to them, and to convince the other party to accept the offer, and also make some concessions when necessary. More importantly, it will serve well if managers were negotiating early before coming to the negotiating table. Few of participation to resolve their differences ahead of time based on the cultures and behaviors countries, and the way you do business. Managers need to do a regional research in order to identify those countries, and when it is determined those countries; it is recommended to engage in backdoor negotiations since this is the way in which the actions of those countries. It is necessary to avoid misleading tactics of the other party and may constitute or lead to potential problems in the future.
also recommended that the parties had decided ahead of time what they are willing to concede to the other party. This strategy will be according to the culture of the other party is different. Give limited information and a good strategy to not to abandon the bargaining power, and get information from the other party helps to understand what kind of information to give out.
contracts vary according to the culture of a country participant. While the value of contracts for the United States and binding documents, some see it as insults and some lack of confidence, some might step back from that because of political pressure or instability, and some will do business instead on trust and mutual understanding in. Whatever the country, understand the culture and behavior is the key to the success of the negotiations and the way to make a profit.
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