trương trung nghĩa - quản trị Đàm phán và giao tiếp

COMMUNICATION MANAGEMENT

Win-win negotiation is ineffective, especially in countries

with high appreciation on individualism

Class: GambaX0510Group: No.3

CONTENT

1. Concept of negotiation

2. Rules of win-win negotiation

3. Culture and negotiation

4. individualism and win-win negotiation

5. Conclusion

Communication management - January 8, 2011 2

CONCEPT OF NEGOTIATION

Concept of negotiation:

“Negotiation is act and process in which participants will exchange and discuss about conditions and solutions to agree on certain problems in certain situation to make it more close to their expected interest. Reaching a deal is the success of participated parties.”



Forms of negotiation:

•Negotiation in written form

•Negotiation by direct meeting

•Negotiation via telephone

•Negotiation via video call, e-mail, chat, etc.

•Negotiation via a third party, etc.



Negotiation strategies (Styles):

•Cooperative negotiation (Win-Win);

•Concessionary negotiation (Lose to Win);

•Competitive negotiation (Win-Lose);

•Compromising negotiation (dividing separately according to the differences of parties);

•Shunning negotiation


WIN-WIN NEGOTIATION

Concept of win-win negotiation:

Win-win negotiation is a negotiation strategy in which all parties cooperate to find out win-win solution for their conflict.

Cooperative negotiation concentrates on the development of deals bringing about mutual benefit based on interests.

Win-win negotiation is an effective negotiation strategy and it is used in most cases.


WIN-WIN NEGOTIATION

Rules of win-win negotiation:

1.1. Separate the people from the problem;

2.2. Focus on interests, not positions; • Positions: are what negotiators want and

they are expressed.• Interest: potential expectations and interests

order the behavior of the people in specific situation.

3.3. Invent options for mutual gain;

4.4. Insist on Using Objective Criteria.


CULTURE AND NEGOTIATION

• "Culture is the common sense of people to distinguish groups of people. Culture is the set of shared values "- Geert Hofstede.

• We all know that every country, nation or even geographical region has different cultures and it is an important factor to form different style and characteristics of negotiation.


CULTURE AND NEGOTIATION

According to Hofstede cultural factors include:

1. Power; (Level of power differentiation)

1.2. Ego (Individualism);

2.3. Gender;

3.4. Predictability; (Accept risk or certainty)

4.5. Time. (Short-term/long-term orientation)


INDIVIDUALISM AND WIN-WIN NEGOTIATION

Concepts and characteristics of individualism:

“Individualism is a term used to describe a perspective on aspects of social, political or moral which emphasizes the independence of human beings and the importance of freedom and self-reliance of each individual. The followers of individualism aim to unrestricting personal purposes and desires..”



Concepts and characteristics of individualism:

•Individualists consider themselves the center of every issue and put their ego above all. (From particular to general things).

•Collectivists consider the collective as the center of all issues and put collective above individual. (From general to particular things).

•Individualists consider themselves and their interests above all, so they less care about others.



Influences of individualism on win – win negotiation:

•Separate the people from the problem• However, individualists consider people and

negotiating individuals the main factors; therefore they will find really difficult to separate the people from the problem.

• They also do not care about feelings and thought of others when negotiating, so they are easy to have inappropriate behavior with the feeling and thought of the opponents, causing further conflicts.




•Focus on interests not positions• Individualists do not care about other people

but only care about themselves and act for their own positions and interests. Therefore, they are difficult to realize the interests of others and tend to focus on positions.

• They also less make concession of their set positions to achieve mutual interests.




•Invent options for mutual gain• Negotiators following individualism often do

not care about others and just focus on their interests so they seldom have solutions to let the opponent participate in negotiations for mutual benefit. They often give solutions that are more benefit to them without caring about the opponents.




•Insist on objective criteria• Characteristics of individualism are

considered individuals the center, so they also acknowledge what they offer but refuse to recognize what others offer even they are objective criteria. Those appreciate individualism often says that to the opponent that: "Your viewpoint is wrong, mine is right" to obstruct win - win negotiation process.



Individualism, cultural factors affecting win-win negotiation:

•Power :• Countries appreciating individualism regard

individual the center, so the maintenance of power, imposing and showing personal ego is very big, making win-win negotiation more difficult than in countries following collectivism.

•Ego: Due to regarding ego individual and personal ego the center, not care about others, so it is not suitable with the rules of win-win negotiation.



Individualism, cultural factors affecting win-win negotiation:

•Time:• Time is also a disadvantageous factor for

individualists in win-win negotiation because apart from interests, in win-win negotiation, in win-win negotiation, parties also care about long-term relationships while individualists only care about personal matter, so they often only care about short-term problems in their own life.


CONCLUSION

• Win-win negotiation based on interests is applied effectively in most cases; it ensures the interest and sustains the relation for both parties..

• Individualism has some inherent characteristics which are like conflicts and barriers to principles and requirements of win-win negotiating strategy. Therefore, it can be asserted that win – win negotiation is especially not effective in countries following individualism compared to in countries following collectivism.


CONCLUSION

• Following individualism does not mean being unable to apply win-win negotiating strategy. We can see that the actions and thought of people following individualism often do not depend on the outside, not depending on the framework and conservative process, they have a high creativeness. From that, they can offer new solutions of mutual gain.

• To succeed in negotiation, you need to know how to use different negotiation strategies flexibly to suit the condition, circumstance, environment, situation and specific events and especially need to “have both feet on the ground”.


CLASS: GAMBA.X0510 – NHÓM: No.3

1. TRUONG TRUNG NGHIA

2. VU THANH NHUNG

3. NGUYEN HUU HOANG

4. LE THI HOAI THU

5. NGUYEN VIET HUNG

6. DINH KE DUC

7. NGUYEN THANH LY

8. NGUYEN PHUONG NAM

9. DANG MINH TAM

Thank you very much!


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