Negotiation is a key element towards achieving and winning business deals in the global world. However, to achieve successful negotiations, it would be imperative that a person gets to know the behaviors of negotiating partners. It would be important that a person to know how their counterparts negotiate including how the make concessions and decisions. Below is a negotiation profile for a British national.
What is the effect of their cultural characteristics and values on how they approach the specific negotiation tasks?
Differentiation
Establishing the issues and the negotiation
Providing information
Seeking information
Establishing a negotiating relationship
Exploration
Seeking and unpacking possible solutions
Uncovering, offering new insights, etc.
Generating suggestions
Exploring, reflecting upon suggestions
Rejecting suggestions
Exchange
Managing concessions and conflict
Seeking concessions
Making concessions
Joint, unilateral concession patterns
Handling conflict
In view of how they might negotiate, what should we now do to help manage the process more effectively?
Differentiation
Establishing the issues and the negotiation
Providing information
Seeking information
Establishing a negotiating relationship
Exploration
Seeking and unpacking possible solutions
Uncovering, offering new insights, etc.
Generating suggestions
Exploring, reflecting upon suggestions
Rejecting suggestions
Exchange
Managing concessions and conflict
Seeking concessions
Making concessions
Joint, unilateral concession patterns
Handling conflict
