Collective Individual Assignment Group 2 Subject: Business Leadership

Date: January 30th 2011 Name: Riri Muktamar NIM: 29109399

HOW TO STEER CLEAR OF PITFALLS IN CROSS-CULTURAL NEGOTIATION

Negotiation is always a delicate business, but its doubly so when the person across the globe. But careful preparation can help you anticipate danger zones and navigate around them. The problem had to do with different conceptions of the negotiation process itself and misinterpretations of others behavior. Although globalized communications and marketing have made the world smaller in many ways, deep differences between cultures remain. Negotiation is always delicate business, requiring determination and diplomacy in equal measure. But finessing a cross-cultural negotiation is a particular challenge. Here are some tips that can help in putting together a deal with foreign partner, 1. Understand expectations Your negotiating partners expectations of the negotiation may well be very different from yours. Decision making styles may be different, too. American managers usually make decision by themselves, while Japanese managers tend to make decisions by consensus. 2. Establish common ground and choose your style Find anything that will allow your foreign colleague to share something with you. This can help you get past people problems-ego wars, saving face, and so on-which is a good tactic because these problems can crop up where you may least expect them. 3. Manage the negotiation Its always best to learn as much as you can about his personality and communication style. Personalize negotiations methods and approaches, Winters says. Dont ignore culture (impossible anyway!), try to treat it as background; focus on the capabilities of the specific individuals at the table. In face-to-face negotiations subjects may modify their behavior and attitudes according to their perceptions of the counterparts culture. In anonymous negotiations, participants cannot rely on these clues and thus are more likely to base their behavior on scripts inherent to their own culture.

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