I found various Interesting concepts to talk about however; I will focus on three significant elements, Role of the Chief Negotiator (CNN), Choosing Appropriate Negotiation Style and Cultures?was Impact on International Negotiation. While reading the book, I observed that the author expressed a distinctive way of thinking and I slightly disagree with his pessimistic view of considering the world as a dark place full of people who are trying to cheat and take advantage of each other.
The Role of the Chief Negotiator (CNN) I found the role of the chief negotiator (CNN) Is a fundamental key to drive successful negotiation that requires a wide variety of technical, social, communication, ethical kills, ability to deal with multidimensional pressure, self control, and keeping the team on track. The (CNN) is responsible for unifying the strategy, tactics and overall style to be used by a particular company. Therefore, being a successful manager doses?wet necessary lend to successful negotiator.
The author describes remarkable character traits such as shrewdness, patience adaptability, endurance, gregariousness, sense of humor, caution, and self-evaluation. In Dalton, the author highlighted many other matching criteria such as ethics, cultures, technical expertise. Ointment, loyalty, and motivations. I value all mentioned skills, traits and criteria. However, in my perspective the author might be too evocative as we don?wet live in a perfect world and having all above mentioned skills, traits, and criteria in one human being is not practical.
I believe that the main goal of the (CNN) is to maximize the long- term benefits of the venture while securing short-term needs. I agree with the majority of his views and realistically, I would summarize the required qualities to achieve the negotiation goal such as communications, research, planning skills, ability to think clearly under stress, general practical intelligence, product knowledge, personal integrity, and ability to perceive and exploit power. When my husband and I moved to Canada, negotiated buying a house, we were exposed to international arena, language and culture differences.
We prioritize our demands, aspiration, and limits, understood the conceptual framework of the negotiation process, organized Information most Important to the least Important so we can trade some when needed, researched, prepared to maximize our objectives which are price, location, and potential resale value. Another point caught my attention when the author described the delegation of responsibility as of little value. I disagree with the author as I consider that applying a good quality of delegation method within the negotiating team is imperative to build harmonize successful organization.
This Is why delegation Is such an Important skill, and Is one that the (CNN) have to portray. On ten Tall sloe, when you delegate, you are Kelly to rills not navels ten Joy cone to a certain degree, so the (CNN) should instinctively find the balance. Choosing Appropriate Negotiation Style I learned interesting negotiating element linked with developing a matching style of negotiation such as compliant, aggressive, passive, intimidating, and unemotional for each environment. Assembly of the right combination of talents, styles, and flexibility will result in a team that can handle virtually any negotiating session.
The (CNN) must assure that team members and negotiation style fit the environment to achieve the overall goals while acknowledging that sometimes the same style will not necessarily work in every situation. Nevertheless, negotiators must be flexible, able to change Tyler as easily as they change environment. In my view, it?was rare for someone to adopt a style that runs opposite to his/her personality. Going back to the above mentioned house purchase example, during the negotiation, my husband was more aggressive with the seller?was agent following his firm personality and negotiation style.
Alternatively, when we moved forward to the final phase of negotiation, my husband switched his negotiation style to a complaint one in order to fit the seller sees style. Culture?was Impact on International Negotiation Since we are discussing across cultural negotiation, hence, culture is a fundamental component that impacts the negotiation process. Culture is defined as socially transmitted behavior patterns, norms, beliefs and values of a given community. Culture greatly influences how individuals think, communicate and behave.
Thus, it has a great influence on some aspects of negotiation. Let?was take the Americans who are considered more individualists and they value networking, information, and time. Living in four countries, I established a decent degree of cross cultural experience , there are elements that consistently arise to cause difficulties in intercultural negotiations such as Negotiation Goal, Attitude, Personal Style, Sensitivity to Time, High or low Emotionalism, ?: . Etc.
Applying the later element to my personal experience, I found attitudes to time vary among cultures. In Israel, we prefer slower negotiations, whilst the Americans, believe that time is money and are in a hurry to conclude the deal. This reflects their contrasting views on the purpose of a negotiation. The Americans try to reduce the formalities and get the contract signed whilst the Israeli?was invest time in the pre-negotiating phase to get to know their potential business partner and determine if there is possibility for a long term business relationship.
Further, I have observed that some cultures show their emotions at the negotiation table, while others hide their feelings. The Egyptians tend to show low emotion during negotiation and they are really concerned about saving face and maintaining their self-control. Hence they would be deeply offended by opposing negotiators that would embarrass them. In sharp contrast, Americans re generally known to speak out their mind even if it might cause other counterparts discomfiture.
A real example at the University Group meetings, I kept my emotions low during the bargaining negotiation class while other students from different cultures were more out spooking and sometimes hurt other mates?w feelings. They feel all facts should be presented before an agreement is reached which other does consider it honesty. However, it is important for negotiators to be aware of the certain cultures tendency to act emotional or vice versa. Conclusion I en International negotiations are much more complex tan ten ones contacted domestically.
The main reason why this is the case lies in the differences in negotiators?w cultures. These differences have a great impact on negotiators?w behavior and in international negotiation become even intensified by the perception of the participants. As demonstrated by various research results, the differences in cultures are manifested in distinct differences between negotiating styles typical for these cultures. This does not mean that all members of a particular culture negotiate n the same way but rather that there are patterns of behavior which are typical for most of them.
To be successful in the international negotiation arena, negotiators need to develop high sensitivity to cultural factors, identify and pursue a culturally responsive strategy most appropriate in a given negotiation setting but at the same time acknowledge and consider also individual and structural aspects occurring in this setting. Armed with this knowledge and advice I realize that the road to a successful agreement is still very long and rocky but at least we know how to avoid intercultural traps waiting for the unprepared.