Guidelines for cross-cultural and international negotiations (part 1) :: My Purchasing Center läder ugg stövlar uk

Guidelines for cross-cultural and international negotiations (part 1)

By Vantage Partners


February 03, 2011 at 11:54 AM

Contributed by Vantage Partners 

There is a significant body of literature on the topic of cross-cultural negotiation. Much of it focuses on differences among cultures, and specifically on alleged differences in negotiation styles across different cultures, along with advice for how to negotiate differently, say, with Japanese, versus American, versus Russian, versus Indian counterparts. Certainly there are real differences among national cultures, and such differences play a role in negotiations as in any other mode of interpersonal interaction.

Our experience suggests that while certain negotiation styles and behaviors are somewhat more and less common in different cultures, it is extremely dangerous to rely on what are often overly simplistic assumptions about how different nationalities negotiate. In fact, every negotiation style can be found represented in every national culture, though the relative distribution of different negotiation styles does indeed seem to vary somewhat across cultures.

Few commentators are precise about the scope of their assessment or advice when they talk about cultural differences in the context of negotiations. Below are distinct five levels at which cultural and stylistic differences can be assessed.

With the forgoing commentary in mind, the following variables comprise a useful checklist for anticipating, diagnosing, and determining how to address differences that are especially likely to arise in cross-cultural negotiations, and likely to have a significant impact on the negotiation process. (In reality, all the factors below are worth keeping in mind in any negotiation — even with counterparts of the same nationality — given the pervasiveness of significant variation in regional and organizational cultures, and individual personalities.) It is useful to think of these differences as shaped by, and operating at, each of the five levels noted above.

(This whitepaper has been excerpted from the forthcoming International Contracts Manual, Jarno Vanto, editor. © Copyright 2007, West Services, Inc. Reproduced with permission. All rights reserved.)

Download Guidelines_For_Cross-Cultural_and_International_Negotiations.pdf here.



Tags: Strategic sourcing Supplier relationship management Category: News Article

Vantage Partners

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A spin-off of the Harvard Negotiation Project, Vantage Partners helps organizations negotiate and manage their most important business relationships, with key customers, suppliers, and business partners. The company is based in Boston, Mass. For more information, go to: http://vantagepartners.com/


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stenstroms.nuEntré - Stenstr?ms - Stenstr?ms

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Entré - Stenstr?ms - Stenstr?ms Entré 1883 Utvalt Ladies Gentlemen Personligt Stenstr?ms rekommenderar V?lkommen Webbshop Personliga kl?dr?d sedan 1883 V?lkommen in! ); background-repeat:no-repeat; background-size:cover; position: absolute; z-index: 0; left: 0px; top: 0px; "> STORTORGET 12, HELSINGBORG | RIKSTELEFON: 042–12 62 66 | LADIES: 042–12 62 67 | GENTLEMEN: 042–12 62 66 | M?NDAG – FREDAG 10–18 | L?RDAG 10–16 | S?NDAG 12–16 | INFO@STENSTROMS.NU I ?tta m?nader har vi v?ntat p? ditt bes?k. N?r du v?l kliver ?ver tr?skeln till Stenstr?ms drar vi en l?ttnadens suck. I n?stan ?tta m?nader har vi f?rberett oss p? att just du ska komma in. Den vinterkappa eller t?ckjacka som du just nu f?rs?ker best?mma dig f?r, stod vi och tummade p? i somras medan du precis hade tagit fram badkl?derna. H?r finns inga centrala ink?psorganisationer som dikterar vad Helsingborgarna ska uttrycka sin personlighet n?sta s?song. I st?llet ?r det vi sj?lva, som du tr?ffar i butiken, som ?ker runt p? m?ssor, river bland galgar och resonerar. Vi st?ller oss fr?gan – “Hur m?nga av v?ra kunder skulle passa i den h?r svarta kl?nningen kl?dd med strutsfj?drar.” Vi r?knar p? fingrarna. Hon ?r ju sj?lvklar och kanske hon. N?gon tycker att den skulle passa just dig, om du bara v?gade ta ut sv?ngarna. Till slut best?mmer vi oss. Kommer vi p? mer ?n fem som kan t?nkas b?ra kl?nningen, k?per vi in den. ?r det fler ?n tio s? l?ter vi bli. Dela med dina v?nner: X Efter 106 ?r tog vi modet till oss och s?lde v?ra f?rsta jeans. August Stenstr?m var en kl?dintresserad herre. En dag 1883 flyttade han fr?n Malm? till Helsingborg och ?ppnade den kl?dbutik som fortfarande b?r hans namn. 16 ?r senare startade han Stenstr?ms skjortfabrik. August hade med anda ord n?sa f?r b?de mode och aff?rer, bortsett fr?n att han inte f?rstod sig p? de nya byxorna som kallades jeans. Men vem gjorde v?l det? Det skulle kr?vas 70 ?r och lite oborstad rock’n’roll innan bl?byxan f?rvandlades till stilikon. Under tiden hann b?de aff?ren och fabriken att byta ?gare n?gra g?nger. Sedan 1982 ?r b?de skjortfabriken och butiken ?gd av en och samma familj igen men nu heter den familjen Bengtsson. Pappa B?rje var trogen August Stenstr?ms ideal och v?grade styvnackat att befatta sig med jeans. – “S?n’t lappri.” brukade han fnysa n?r n?gon ung och fram?t expedit v?gade f?ra saken p? tal. S? sm?ningom tog vi ?ver ansvaret f?r butiken, medan mina br?der, Anders och Magnus, tog ?ver skjortfabriken. Fria fr?n historiens bojor tog vi modet till oss och sm?g in n?gra Levis 501:or bland tweedkostymerna. ?ret var 1989 och den som vill dra paralleller till Berlinmurens fall ?r hj?rtligt v?lkommen. Tweedkavaj och jeans visade sig vara en ovanligt lyckad kombination. G?rna med en Stenstr?msskjorta, om vi fick s?ga det sj?lva, och en lagom nonchalant knuten kravatt runt halsen. Tiden g?r alltid sitt. Idag ?r vi redan tredje generationen Bengtsson- Anderberg som arbetar i butiken. Trots att vi inte heter Stenstr?ms i efternamn k?nner vi oss v?ldigt n?ra besl?ktade med August och med de v?rderingar som med ?ren har satt sina sp?r b?de i v?ra butikshyllor och i Helsingborgarnas garderober. V?nligt men best?mt ser vi till att Helsingborgs damer och herrar alltid k?nner sig r?tt kl?dda. Nuf?rtiden ?ven i jeans. Dela med dina v?nner: X Bj?rn Anderberg Favoritplagg: Skjorta Designer: Peter Jüirado P? f?tterna: Church Parfym: Davidoff Blue Water Favoritshopping*: London Resm?l du l?ngtar till: Mallorca B?sta film: James Bond B?sta musik: Sven-Ingvars, Elvis ?ter g?rna: Wallenbergare Modef?rebild: Sean Connery Favoritsak: Golfset Gosedjur: Hund Om jag var en blomma: Pelargon L?ser helst: Michael Connelly Stj?rntecken: Fisk F?rg: Brun Konstn?r: Salvador Dali * N?st efter Stenstr?ms, f?rst?s. Hej Bj?rn, Du och jag verkar ha samma smak. Jag skulle vilja boka en tid med dig f?r att f?rnya min garderob. X M?n k?per varum?rken. Kvinnor k?per kl?der som passar. P? Stenstr?ms damavdelning ?r vi inte fullt lika f?rdomsfulla som rubriken antyder – men – visst ?r det n?got underligt med m?n och det s?tt som de handlar kl?der p?? Det viktigaste verkar vara att det g?r snabbt. P? v?g ut i v?rlden, via Copenhagen Airport (eller Knutpunkten) hoppar de in f?r att vara r?tt kl?dda, n?r och var de s? sm?ningom landar. Pang. Bom. Fram med kortet. Klart. H?r p? damsidan ?r vi lite mer eftert?nksamma. Vi tar oss tid. Funderar. Analyserar. Diskuterar. G?r kanske ?ver till Fahlmans f?r en espresso och en eclairè f?r att inte l?ta k?nslorna styra oss till impulsk?p, D?rf?r har vi tre oeftergivliga krav p? de kl?der vi s?ljer till dig. F?rst och fr?mst ska de passa. F?r det andra ska de passa. Sist men inte minst ska de passa. F?rst d?refter bryr vi oss om chim?rer som mode och varum?rken. Tolka nu inte detta som att vi inte skulle uppskatta varum?rken som Cambio, Altea, Antonelli, Henderson, Manuela Conti, Greenstone, Nougat, Mila eller, f?r den delen Giorgio Armani. Men f?r oss kvinnor ?r det kl?derna som g?r varum?rket och inte tv?rtom. Dela med dina v?nner: X Modet best?r av tusentals varum?rken. Som tur ?r beh?ver du bara h?lla reda p? ett. Det ?r lika bra att vi tar det direkt – vi har v?ra favoriter. Vissa har v?ra kunder l?rt oss att tycka om. Andra har vi tagit in p? egen risk i f?rhoppning att tillr?ckligt m?nga ska dela v?r smak. Ibland sl?r det fel och vi f?r st? d?r med skammen och ett lager fullt av medvetet noppriga tr?jor som s?g s? l?ckra ut d?r p? modem?ssan i Milano. Andra g?nger ?r det “high five” n?r varenda plagg flyger ut genom v?ra d?rrar. I b?da fallen kan du k?nna dig t?mligen ensam om plagget, eftersom vi heller s?ljer f?r f? ?n f?r m?nga. Vissa m?rken beh?ller sin fr?sch?r och ?terkommer s?song efter s?song: New Zealand, Woolrich, Altea, Armani, PT01, Barbour, Jacob Hansen, Amanda Christensen, Alain Paine, Circolo, Uber, Oscar Jacobson, och naturligtvis Stenstr?ms d?r vi troligen har det st?rsta utbudet av skjortor i v?rlden, deras egna butiker medr?knade. Inf?r v?r v?gg av Stenstr?msskjortor blir vi m?n som barn i en godisaff?r. Att sedan plocka bort n?larna (exakt 12 stycken) fr?n en ny Stenstr?mskjorta ?r det n?rmaste vi kommer nirvana. Det hindrar dock inte att vi d? och d? sl?pper in nya stj?rnor. Ett bra exempel ?r Jacob Cohen vars jeans snabbt har blivit Helsingborgarnas nya favoritbyxa. Ett lite lyxigare jeansm?rke som tillverkas i Italien av de finaste denimtygerna fr?n Japan. Allt g?rs f?r hand; tv?ttningar, broderier och slitningar. ?ven om August inte f?rstod sig p? jeans s? hade han ?tminstone uppskattat hantverket. S? ?ven om modet best?r av tusentals varum?rken s? beh?ver du bara h?lla reda p? ett. Stenstr?ms. Din garanti f?r att det inte bara dansade en sommar. Dela med dina v?nner: X Ulrika Komet H?kansson Favoritplagg: Kl?nning Designer: Valentino P? f?tterna: Mina Valentino i gr?n spets Parfym: Burberry My Favoritshopping*: Birger Christensen, Zara Resm?l du l?ngtar till: London B?sta film: Forrest Gump B?sta musik: Depeche Mode ?ter g?rna: Skaldjur Modef?rebild: Kronprinsessan Mary Favoritsak: En vespa (som blev stulen) Gosedjur: Koala Om jag var en blomma: Pion L?ser helst: Bodil Malmsten Stj?rntecken: Stenbock F?rg: Gr?n Konstn?r: Peter Dahl * N?st efter Stenstr?ms, f?rst?s. Hej Ulrika, Du och jag verkar ha samma smak. Jag skulle vilja boka en tid med dig f?r att f?rnya min garderob. X Susanne Graap Favoritplagg: Kl?nning Designer: Rodebjer P? f?tterna: Pumps fr?n Hermès Parfym: Elie Saab Favoritshopping*: Cannes Resm?l du l?ngtar till: Paris B?sta film: Livet fr?n den ljusa sidan B?sta musik: H?ndel ?ter g?rna: F?rska jordgubbar Modef?rebild: Breakfast at Tiffanys Favoritsak: H?ftpistol Gosedjur: Texas & Lucy (Cairn Terriers) Om jag var en blomma: Syrén L?ser helst: Bill Bryson Stj?rntecken: Stenbock F?rg: Bl? Konstn?r: Peter Frie * N?st efter Stenstr?ms, f?rst?s. Hej Susanne, Du och jag verkar ha samma smak. Jag skulle vilja boka en tid med dig f?r att f?rnya min garderob. X Niclas Hallberg Favoritplagg: Kostym Designer: Peter Jüriado P? f?tterna: Mockak?ngor Parfym: Armani Aqua di Gio Favoritshopping*: Golfshopen Resm?l du l?ngtar till: Vietnam B?sta film: Allt med Nicolas Cage B?sta musik: F?r inte plats h?r ?ter g?rna: Grillat k?tt Modef?rebild: Giorgio Armani Favoritsak: Min gasolgrill Gosedjur: Katt Om jag var en blomma: Pion L?ser helst: Grillrecept Stj?rntecken: Skorpion F?rg: R?d Konstn?r: Per-Olof Olsson * N?st efter Stenstr?ms, f?rst?s. Hej Niclas, Du och jag verkar ha samma smak. Jag skulle vilja boka en tid med dig f?r att f?rnya min garderob. X Lillemor Pettersson Favoritplagg: Poncho Designer: YSL P? f?tterna: Leopardgummist?vlar Parfym: Armani Si Favoritshopping*: K?penhamn Resm?l du l?ngtar till: Lago di Como B?sta film: Pianot B?sta musik: The Beatles ?ter g?rna: Skaldjur Modef?rebild: Helen Mirren Favoritsak: Stranden Gosedjur: Min hund Zorro Om jag var en blomma: Hortensia L?ser helst: H?kan Nesser Stj?rntecken: V?gen F?rg: R?tt Konstn?r: Renoir * N?st efter Stenstr?ms, f?rst?s. Hej Lillemor, Du och jag verkar ha samma smak. Jag skulle vilja boka en tid med dig f?r att f?rnya min garderob. X Karina Putak Favoritplagg: Jeans Designer: Balmain P? f?tterna: St?vlar fr?n Johnny Bulls Parfym: Ralph Lauren Cool Favoritshopping*: K?penhamn Resm?l du l?ngtar till: Kroatien B?sta film: Pulp Fiction B?sta musik: Jimi Hendrix ?ter g?rna: Osso buco Modef?rebild: Snygga m?nniskor p? stan Favoritsak: iPad Gosedjur: Inget (?nnu) Om jag var en blomma: Tulpan L?ser helst: Jo Nesb? Stj?rntecken: Jungfru F?rg: Orange Konstn?r: Gustav Klimt * N?st efter Stenstr?ms, f?rst?s. Hej Karina, Du och jag verkar ha samma smak. Jag skulle vilja boka en tid med dig f?r att f?rnya min garderob. X Felix Anderberg Favoritplagg: Jeans fr?n Jacob Cohen Designer: Tom Ford P? f?tterna: Church Parfym: Tom Ford Noir Favoritshopping*: Utomlands Resm?l du l?ngtar till: Botswana B?sta film: Maffiabr?der B?sta musik: Fr?n Stevie Wonder till Pharell Williams ?ter g?rna: Bistecca Fiorentina Modef?rebild: David Beckham Favoritsak: Mobil och dator Gosedjur: Grizzlybj?rn Om jag var en blomma: Lotus L?ser helst: Clive Cussler Stj?rntecken: Vattuman F?rg: Brun Konstn?r: Roy Lichtenstein * N?st efter Stenstr?ms, f?rst?s. Hej Felix, Du och jag verkar ha samma smak. Jag skulle vilja boka en tid med dig f?r att f?rnya min garderob. X Annelie Anderberg Favoritplagg: Michael Kors dunjacka Designer: Michael Kors P? f?tterna: Vandringsk?ngor Parfym: Clean Soft Linen Favoritshopping*: Palma Resm?l du l?ngtar till: Mallorca B?sta film: Bucket List B?sta musik: Country ?ter g?rna: Holy Greens sallader Modef?rebild: Katharine Hepburn Favoritsak: Mobilen Gosedjur: H?st Om jag var en blomma: Hortensia L?ser helst: Jojo Moyes Stj?rntecken: V?dur F?rg: Gr?n Konstn?r: Axel Olsson * N?st efter Stenstr?ms, f?rst?s. Hej Annelie, Du och jag verkar ha samma smak. Jag skulle vilja boka en tid med dig f?r att f?rnya min garderob. X Ann-Christine Wikstr?m Favoritplagg: Cardigan Designer: Giorgio Armani P? f?tterna: Ugg morgontofflor Parfym: Ma Vie Favoritshopping*: Tyskland Resm?l du l?ngtar till: V?rmen B?sta film: Gudfadern B?sta musik: Monica Zetterlund ?ter g?rna: Mat Modef?rebild: Zlatan Favoritsak: iPad Gosedjur: Guldfisk Om jag var en blomma: Tulpan L?ser helst: Biografier Stj?rntecken: V?g F?rg: Bl? Konstn?r: Gauguin * N?st efter Stenstr?ms, f?rst?s. Hej Anki, Du och jag verkar ha samma smak. Jag skulle vilja boka en tid med dig f?r att f?rnya min garderob. X Simon Anderberg Favoritplagg: Skjorta Designer: Ralph Lauren P? f?tterna: Loafers Parfym: Dolce Gabbana Favoritshopping*: New York Resm?l du l?ngtar till: New York B?sta film: Inception B?sta musik: Michael Bublé ?ter g?rna: Pasta Modef?rebild: Ryan Gosling Favoritsak: Palystation Gosedjur: Apa Om jag var en blomma: – L?ser helst: Conn Iggulden Stj?rntecken: Kr?fta F?rg: Gr?n Konstn?r: Leonardo da Vinci * N?st efter Stenstr?ms, f?rst?s. Hej Simon, Du och jag verkar ha samma smak. Jag skulle vilja boka en tid med dig f?r att f?rnya min garderob. X Meny Entré 1883 Utvalt ▼ Ladies Gentlemen Personligt Stenstr?ms rekommenderar V?lkommen Webbshop


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