cultural differences cause four kinds of problems in business negotiations
language
nonverbal behaviors
values
thinking and decision-making processes
language skills list
Americans on bottom (right before Australia)
variations greater when comparing
linguistic aspects of language and nonverbal behavior than verbal context of negotiations are considered
more equitable with buyers
Japanese
best negotiators with highest profits
Japanese
differences in values
objectivity
competitiveness and equality
time
thinking and d-ming western
sequential
thinking and dm easter
holistic
American business negotiation purpose
problem-solving activity
Japanese business negotiation purpose
time to develop a business relationship with the goal of long-term mutual benefit
four steps for negotiating
elect appropriate negotiating team
management of preliminaries (train, perp)
management of the process of negotiations
appropriate follow up procedures and practices
Four stages of negotiations
nontask sounding
task-related exchange of information
persuasion
concessions and agreements
biggest difference between American and Japanese
duration of the process
use "no" and interrupt more than Japanese
Koreans
most hesitant to give you info about themselves
Isrealties
most aggressive
French
Russians similar to
Japanese
most likely to touch
Brazil
IMC
intergrated marketing communications
advertising
sales promotion
PR
personal selling
direct selling
trade shows
green
Africa = disses
us = cool
most intereuptions
isreal
least aggressive
Japan
most silent period
Russia
highest percentages of promises and recommendations
Israel
highest command
Spain
interputs the least
US
different from other Asians
Korea
danger of assuming culture
Mexico not like other Latin American countries
ask few questions, provide a lot of info
Taiwan