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Negotiation
Managements ability to negotiate productively effects their ability to implement strategies Negotiation is the process of discussion by which two or more parties aim to reach a mutually acceptable agreement Negotiating across borders is more complex because of the number of stakeholders involved
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Develop a profile of their counterparts They consider different variables during this process as well
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Exchanging task related information during this stage each side makes a presentation and states its position, normally followed by a question-andanswer session
Role reversal: showing an understanding of the other partys viewpoint and needs
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Concessions and Agreements at this point each side will make various concessions so that an agreement can be reached and signed
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Managing Negotiation
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Managing Negotiation
Successful management of intercultural negotiations requires the manager
To gain specific knowledge of the parties in the upcoming meeting To prepare accordingly to adjust to and control the situation To be innovative
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Managing Conflict
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Decision Making
Stages in the Rational Decision Making Model
Defining the problem Gathering and analyzing relevant data Considering alternative solutions Deciding on the best solution Implementing the decision
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Looking Ahead
Chapter 6 - Formulating Strategy
Reasons for going international Strategic Formulation Process Steps in Developing International and Global Strategies
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Stakeholders
Return
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Persuasion Tactics
Return
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