thunderbird global mba - global negotiations ii- ukraine & russia conflict
TRANSCRIPT
Ukraine – Russiahttps://drive.google.com/file/d/0B7fcbOgrLOAGazRHX2Y4MjY1V0k/view?usp=sharing
Global Negotiations II
David AltmayerSteven Bay
Matt DanielsRosa M. Panadero M.
Cindy Posey
Two options
• Russian-directed Eurasian Customs Union (ECU)
• Yanukovych moved toward an agreement with the Russian-directed Eurasian Customs Union (ECU), which includes Russia, Belarus, and Kazakhstan at present.
• EU membership on the horizon
• President Yanukovych's decided to back away from establishing a free trade and further political cooperation between Ukraine and the EU,
Germany’s Negotiating Style
• Prepare negotiations very well• Planned timelines and rules of communication:
listening, no interruptions• Respect the agenda• Authenticity is important: “No, I can´t” is true.• Compromise in negotiations• Conflicts are handled openly and directly• Arguments and facts on the table, no emotions• Separate personal issues
German Techniques
• Negotiation = achieving a goal• Build trust and relationship after the
successful completion of initial agreements. • Conservative approach: avoid risks• Reputation of being “over-insured”: Risk is
highly calculated to be as secured as possible, no unexpected problems later
• Go back to check and double check items
France’s Negotiating Style
• Dominant orientation, distance between the parties• Suspicious of early familiarity• Hierarchy is highly valued but tone is cordial• Unroll the program at the beginning and discuss in a
sequential manner• Risk averse: do not make a decision until reviewed and
understood all possible consequences.• Decision by high ranks• Rely on written communications, in French if possible
France's Techniques
• Trust and relationship facilitate negotiations• Being oriented and indirect communication• Reluctance to manage conflict openly because
they’re concerned about the relationship• Expressive orientation: emotional outburst
may help clear the air, but also used as a tactic• Tend to hold on to traditions
United States’ Negotiating Style
• Straightforward and direct fashion • Conflicts are discussed openly• Win win perspective• Make decisions rather than research (“Analysis
paralysis”)
United States’ Technique
• Risk takers and fast decision makers• One member making friends with the other side
while other team member negotiates aggressively• Use humor to create a pleasant environment• Despite a “No”, there is still room for agreement• “We can agree to disagree”, to debate in a cordial
manner
Ukraine’s Negotiating Style • Distributive and contingency bargaining• Competitive and adversarial, but less than Russia• Focus on the near-term benefit• Zero-sum game• Slow down to exert time pressure• Concessions never come easily• Attempt to make the other feel guilty• Grimance• Introduce distractions • Do not consider serious commitments• CORRUPTION AND BRIBERY ARE COMMON and ILLEGAL
Russia’s Negotiating Style
• Patient• Persistent• Stubborn• Very difficult to obtain concessions from them• Make minor concessions while asking for
major returns• Compromise is seen as a sign of weakness• Deceptive techniques
Russia’s Deceptive Techniques• Tell lies• Send fake non-verbal messages• Pretending to be disinterested in the whole deal
or in single concessions• Misrepresent value• Make false demands and concessions• Play stupid or attempt to mislead the other• “Good cop, bad cop”• Claim “Limited Authority” to state they need
approval but it is not true