Introduction

Why are you studying International Negotiations?

How many of you have experience in negotiations?

Do you have international negotiation experiences? How about some failed negotiations? What are you expecting from this course?

What about me?

Bachelor degree in Computer Science (Graduated with Honors) at Instituto Tecnolgico de Culiacn. Master degree in e-Commerce, business and Information Technologies at Universidad Carlos III de Madrid.

Master degree in Science and Information Technology at Universidad Carlos III de Madrid.

What bout me?

Experience (companies and universities):
Mexico USA Spain El Salvador Guatemala France (collaborating with India, UK, Germany, Italy, and others)

Languages:
Spanish
English French

What about me?

Todays Agenda
First part
Course presentation
Introduction to negotiation Negotiation stages Cultural factors that affect our negotiations Gender and its importance in negotiations

Break (15 minutes) Second part

Culture, cultural elements and sinergy

Course presentation
PAC
Reference books Grading Sessions

Homework
Important dates Course policies

Course Objectives

How do Germans negotiate? What is the Dress code in Saudi Arabia? What is the appropriate greeting for my Japanese client? What kind of gift can I give to my English supplier? Etcetera

In order to successfully negotiate all over the world, we need to know it, to understand it, and to respect it!

A kiss, a bow or a handshake?

9

How formal should the negotiation process be?

Would language affect my negotiations?

Introduction to Negotiation
Negotiation? International Negotiation? Multicultural Negotiation?

o.O ? !!!

International negotiations (document)

Source: Changing Minds: in Detail by David Straker (second edition) Published by Syque Press (2010) http://changingminds.org/disciplines/negotiation/style s/international_negotiation.htm

What can we negotiate?

What can we negotiate?

Price Terms (e.g. payment) Delivery Quality Service Training Resources (people, money, materials) Scope Process (who is going to do what to whom)

Negotiation Stages
Study Information is power Organization, history, similar companies, etc. If there is no resistance, this could be a sign of lack of interest. New strategies approach.

Resistance

Restatement

Negotiation

Review real needs.

Agreement

Review of details to ensure understanding.

Follow-up

Opportunity to establish links.

Lets see some negotiation examples

WiSpots @ the Shark Tank

Wake N' Bacon @ the Shark Tank

Spoken and body language

Logic and thoughts Negotiation style

Culture and history

Negotiation

Corporative government

Cultural factors that affect negotiation

Individualism vs Collectivism

Usage of time

Negotiation Order and agreement Communication patterns

Usage of time
Lets have a meeting at 10 a.m. Can we get a coffee at 10? See you later

See you in the afternoon

Nos vemos ya que baje el sol (Mexico), Time is money (US) vs no pasa nada (Spain)

Individualism vs Collectivism

Order and agreement

21

Communication patterns
Verbal vs nonverbal communication Low- and High- context cultures Do you know hot to lie?
Can we know if a dog is happy or sad?
What about people?
j'ai dormi comme une merde

Video

Gender and its importance in negotiation

Business with Muslims?

Business in Japan?

Frank L. Acuff. How to Negotiate Anything with Anyone Anywhere Around the World. ISBN: 978-0-8144-8066-3 Pub. Date: March 18, 2008 Changing Minds: in Detail by David Straker (second edition) Published by Syque Press (2010) http://changingminds.org/disciplines/negotiation/styles/internatio nal_negotiation.htm Dra. Ana Meraz (Directora de LIN ITESM Sinaloa)