Negotiation (II)

Power Distance (Hofstede's Model) means

• Societies value the performance of individuals

• Attitude to risk taking

• Accept and respect for authority and rank

• Free gratification, love having fun

Uncertainty avoidance (Hofstede's model) means

• Considers the extent to which inequality is tolerated and whether there is a strong sense of position and status

• National cultures have on the time horizons for business planning, objectives & performance

• Some societies value the performance of individuals

• None of the above

Three Types of Culture and How They Impact Negotiating Styles

• Face culture

• Honour culture

• Dignity culture

• All of the above

In order to prepare yourself for the cultural differences you may face :-

• Research on the other party’s culture

• Brainstorm ways to bridge the culture gap

• Be aware of how they perceive your culture

• All of the above

DNA of a Good Negotiator

• Able to perform under pressure

• Planning and Preparation

• Indecisive

• Knowledgeable

The 4 stages of negotiation is

• Exchange of information- bargaining- closing- preparation

• Preparation- bargaining- exchange of information- closing

• Bargaining- preparation- exchange of information- closing

• Preparation- exchange of information- bargaining- closing

In determining the negotiation objectives, the SMART criteria , "S" meaning

• Setting a detailed timeline and deadline

• Consider the consequences of the possible negotiation outcomes

• Objectives need to be measurable or quantifiable

• Objectives have to be clear and concise

Best Alternative To a Negotiated Agreement is the value of the point you will not agree to in the negotiation (resistance point )?

• True

• False

Stage 2 – Exchange of Information

• Ask open questions

• Ask probing questions

• Ask neutral questions

• All of the above

Stage 3 – Bargaining

Is to give value, do not rush, send right message

• True

• False