CultureNegotiationPresFINAL.pptx

PowerPoint Presentation

hook:AgendaContextual ApproachGeneral Negotiation TechniquesNegotiation ProcessPreparationInitial MeetingMeeting EtiquetteQ&Ahaley

2PurposeIndonesian negotiating characteristicsBrazilian negotiating characteristicsCultural context Indonesian negotiators about: your own biases, strengths, and weaknesses inform them about Brazilian negotiators as individuals -- this involves common characteristics, style and traits that you may encounter with the Brazilians in a few hours cultural aspects and what to expect provide an overarching cultural context of Brazil to better familiarize yourself with common brazilian business practices

Importance of IssueImportance of RelationshipHHLLXOn this slide:Type of relationship/issueImportance of issue & important of relationshiprelationship is key because of extensive trading relationship between Brazil and IndonesiaIssue is key because you dont want to damage your reputation on an international stage. You dont want to be looked at in a negative way by other members of the WTO

Negotiation

Chris

we are assuming that you have already analyzed the issue extensively and know what you want the final result to be. However, we want to help you craft an effective process to achieve this result

moderate familiarity- we are assuming you have a moderate familiarity with Brazilian culture based on your extensive trade history

Unilateral approachinvolves negotiators making conscious changes to their approach so that it is more appealing to the other party. Make modifications to help relations with the other person. These modifications may include acting in a less extreme manner, eliminating some behaviours, and adopting some of the other party's behaviours.Avoids offending them and they may find this more appealingWe will cover some of these details throughout the presentation

5General Negotiation Techniques

?2ListenJustificationsAskQuestionsGeneral Negotiation SkillsSpend time listeningUnderstand their issues and concernsAsk questions, especially when a polychronic approach is used. (like brazil utilizes)Get a better holistic viewlimit justificationswe recommend you keep your justifications concise and try to limit them two.

POSSIBLY:Use minimal irritantsSuch as : this is a fair offer, this is reasonableUse fewer counter proposalsinstead of reacting with a counter offer, ask more questions about their offer and have them dig deeper into why they are making this initial offer.

6Preparation

Business CardsGiftsAttireJustin - recommend/ suggest

when preparing for meeting with Brazil - keep these three things in mind

languague barrier and willingness to sign

sign of good will

research shows that you should also avoid wearing colours of the brazilin flag 7Initial Meeting

VibrantConversationPunctualitySmall TalkJustin

This is definitely a working title- open to suggestions

interpersonal relationships, engage with small talk - recommend that you continue, brazillians respond well too

brazilians like to engage in vibrant conversations including small talk, small talk is a good way to build an important element off your business

8Meeting Etiquette

Wait forCoffeeTeam CohesivenessEnd on a PositiveInformalConversationKajsa9

espaolGeneral Recommendations If you do make a concession, demand one in return. Reciprocity is a part of the Brazilian negotiating process.

10SummaryCreate positive relationshipBe aware of cultural differencesMake moderate adaptationswe understand that the issue is of high importance, and in resolving this dispute, we also think maintaining positive relations are also of importanceweve the aspects of Brazilian culture and negotiation style overall what to expect in before, during, and after the negotiationunilateral approach dont abandon all of your behaviours, but weve laid out some things to avoid and what to expect

final purposeQuestions?

Haley introduces

Our TeamHaley RudolphChris MichaelJustin ReekieKajsa Cuthbert

Our Clients

[email protected] are Chile and the Phillipines

Logos are United nations and the WTOAdditional Resources

ReferencesAnson, B. (2013, October 10). How to Negotiate with a Brazilian. Retrieved June 13, 2015.Barrett, D. (2014). 9. Diversity and Intercultural Communication. In Leadership Communication (4th ed., pp. 222-243). Boston: McGraw-Hill. Chang, L. (2009). A Study of Brazil Business Negotiation Strategy. The Journal of Human Resource and Adult Learning, 5(1), 162-167. Retrieved June 14, 2015, from http://www.hraljournal.com/Page/19 Lieh-Ching Chang.pdf Mainardes, E. W., Nunes, A. J., & Pinheiro, P. (2013). International negotiations with Brazil: An essay about culture factor. African Journal of Business Management,7(39), 4067-4077. doi:http://dx.doi.org/10.5897/AJBM11.561Morrison, T., & Conaway, W. (2006). Brazil. In Kiss, Bow, or Shake Hands: The Bestselling Guide To Doing Business In More Than 60 Countries (2nd ed., pp. 63-70). Avon, Mass.: Adams Media. Morrison, T., & Conaway, W. (2006). Indonesia. In Kiss, Bow, or Shake Hands: The Bestselling Guide To Doing Business In More Than 60 Countries (2nd ed., pp. 233-246). Avon, Mass.: Adams Media. Lewicki, R., Barry, B., & Saunders, D. (2014). International and Cross-Cultural Negotiation. In Essentials of Negotiation (2nd ed., pp. 225-248). New York: McGraw-Hill/Irwin.

Image SourcesPhillipine flag:http://commons.wikimedia.org/wiki/File:Flag_of_the_Philippines.svgChillean Flag:https://en.wikipedia.org/wiki/Flag_of_Chile#/media/File:Flag_of_Chile.svgWTO Logo:http://commons.wikimedia.org/wiki/File:World_Trade_Organization_(logo_and_wordmark).svgUN Logo:http://commons.wikimedia.org/wiki/File:Logo_of_the_United_Nations_(B%26W).svgBrazillian Flag:https://en.wikipedia.org/wiki/Flag_of_Brazil#/media/File:Flag_of_Brazil.svghttp://hdw.eweb4.com/out/1236780.htmlIndonesian Flag:http://onedirection.wikia.com/wiki/File:Indonesian_Flag.jpgSpeech Bubble:http://galleryhip.com/square-speech-bubble-icon.htmlFutbol:http://hdimagelib.com/soccer+ball+logoConversation:http://conversations.coffeewho.com/OK symbol:http://www.proprofs.com/quiz-school/topic/adhdArgentine Flag:http://argentinaflag.facts.co/argentinaflagof/argentinaflag.php