Global Business Negotiation
ESEUNE Business School
Prof. Begoña Jamardo
Global Negotiation Fundamentals
Director of the Master in International Business. Novacaixagalicia Business School.
Nearly two-thirds (60%) of employers globally say that intercultural skills, or the ability to work effectively with individuals and organizations from cultural backgrounds different from their own, are very important to their organization, according to a new Ipsos Public Affairs poll (http://www.britishcouncil.org/sites/default/files/documents/culture-at-work-research.pdf).
This survey included employers working in public, private, and non -profit organizations in the US, Brazil, UK, South Africa, UAE, Jordan, India, China and Indonesia. Globally, employers primarily understand intercultural skills to be the ability to understand different cultural contexts and viewpoints (44%); demonstrating respect for others (35%); and knowledge of a foreign language (28%).The survey found that employers recognize clear business to hiring candidates with intercultural skills, business values such as keeping their teams running effectively (40%) and building trust and relationships with clients (35%) in employees with intercultural skills. Organizations whose employees lack these intercultural skills are more exposed to risks such as miscommunication between teams (37%) and damage to the organization’s reputation or brand (27%).
- WHAT IS CULTURE?
How does culture affect our perception of the world?
Do we live in a global village? : Globalization and diversity.
What culture is not: miscategorisations and stereotypes
So… what is culture?
Team work: Miscategorisations and stereotypes
Case.1. Do we understand each other?
Case.2. Making initial contacts
- HOW TO ANALYSE CULTURAL DIFFERENCES
The universal dimensions of culture: Hofstede Model
1. Strategy Design
3. Decision MakinG
4. Process Development
5. Managerial Style & Socializing
6. Negotiation Styles
7. Intercultural negotiator profile
Questionnaire: Business protocol in negotiating with European countries
3.In search of CQ
1.Personal CQ: Strategic Thinking, motivation and behaviouR
2.Social shock profile
Team work: Developing CQ in China
BODY LANGUAGE IN INTERCULTURAL NEGOTIATIONS
The impact of body language in human communication
How much is universal and how much is culturally bound?
Creating rapport: mirror neurones.
Use of body language : High context and low context cultures
Use of personal space (proxemics)
Tolerance to body contact (haptics)
Basic cultural differences in facial expressions
Cultural variations in handshaking styles
Team work: What to wear where
Role-Playing: Western handshaking style
Classes will take place 28 and 29 November , from 10.00 am to 5.30 pm
Saturday, Nov. 28th, 10pm to Sunday, Nov. 29th, 5:30pm
Training Center, Building 1, Zhongbei Headquarters Economic Industrial Park, Xiqing Automobile Industrial Zone, 300384 Tianjin
RSVPs are enabled for this event.