| I just need the question answered but sent the whole thing for background. Most negotiation process consists of five core stages: (1) preparation, (2) relationship building, (3) exchange of task-related information, (4) persuasion, and (5) concessions and agreements. Stage One: Preparation: 1. A distinct advantage can be gained if negotiators familiarize themselves with the entire context and background of their counterpart negotiators, in addition to the specific subjects to be negotiated. To understand differences in negotiating styles of people from other cultures, managers first need to understand their own styles and then determine how their style differs from the norm in other countries. Adept negotiators do some research to develop a profile of their counterparts so that they are prepared for various situations as they arise. Managers should find out as much as possible before hand about 1) the demands that might be made, 2) the composition of the opposing team, and 3) the relative authority the members possess. Managers can then gear negotiation strategy toward the other side. QUESTION: What are some pros and cons of non-verbal behaviors, such as silent periods, interruptions, facial gazing, and touching by people from various cultural backgrounds during negotiations? How does this affect the negotiation process in a cross-cultural context? |
