ECON 1 Lecture 12:
Document Summary
Getting to s , ja, oui, hai and da how to negotiate across cultures erin meyer. Experienced negotiator need to be well-trained and to know the basic principles. Negotiations or deals can get complicated due to differences across cultures. We should have a sense of how his counterpart is reacting. If we misread signals, we reach erroneous conclusions and act in that ways that thwart their ultimate goals. Russia: need great debate disagreement and lively discussion. - upgraders = words you might use to strengthen your disagreement (totally, completely, absolutely) russians, french, germans, israelis, dutch. - downgraders = soften your disagreement (partially, a little bit, maybe) Mexicans, thai, japanese, peruvians and ghanaians: know when to bottle it up or let it all pour out. Raising your voice, laugh passionately, touch counterpart. In some cultures: self-expression = lack of professionalism. Emotionally expressive cultures = brazil, mexico, saudi arabia. Mexico: expressiveness as a sign of honesty.
