MGT 357 Chapter Notes - Chapter 5: Nemawashi
Document Summary
Important differences in the negotiation process from country to country include: Amount and type of preparation for a negotiation. Reliance on general principles rather than specific issues. Number of people present and the extent of their influence. Negotiation - process by which two or more parties meet to try to reach agreements regarding conflicting interests. Goal should be to set up a win-win situation. Distinct advantage can be gained if negotiators familiarize themselves with the entire context and background of their counterparts in addition to the specific subjects to be negotiated. Managers first must understand their own styles and then determine how they differ from the norm in other countries. Important to consider the teams of people from both parties who will be negotiating. Selection of the home team must take into account the expectations of the other firm"s counterparts as far as the number and experience of team members and their relative hierarchy in their positions.
