RS Ziel 6.4

High Impact Negotiation across Cultures

Differences in culture between business executives can create barriers that impede or completely stymie the negotiating process

 

 

Globalisation has shrunk the world and technology enables us to communicate quickly,

this does not mean fewer differences exists,

just more opportunities to make mistakes and learn.

 

International-business-deals not only cross borders, they also cross cultures. Culture profoundly influences how people think, communicate, and behave. It also affects the kinds of transactions they make and the way they negotiate them.

Suitable for …

Manufacturing companies expanding in new  markets/ geographies

Manufacturing companies expanding in new geographies as existing customers go in new geographies

Engineering services companies expanding in new markets / geographies

Software companies expanding in new markets / geographies

 

Solutions Approach

Based on the global trends and the competence requirements, Rightsourcing has developed a modular building block for knowledge transfer for organizations.

The modules of the building block for knowledge transfer and behavior transformation follow the clear objective of the corporate management. Each module is based on a scientifically verified foundation, on which industry-specific adaptations of the content are made, combined with the practical experience of our experts. We use numerous digital and interactive tools to monitor learning success and to continuously keep participants active. In the final stage, customer-specific requirements with regard to the market and range of services are taken into account. Each module has a representation of the addressed challenge, solution approach, green field exercises and customized exercises followed by coaching sessions in a personal work environment.

Thus, each of our solution is customised to solve your specific challenge.

 

Solution

Understanding the background of these preferences and then adjusting our behaviours can make us more effective.

  • Value preferences of countries

  • Influences of corporate culture

  • Impact of value preferences on Negotiation criteria

  • Potential areas of high impact in cross cultural Negotiation

Cultural adaptation refers to those instances in which the salesperson alters his or her behaviors based on the cultural background of the customer. It is but one type of adaptive selling behavior (ASB). While Adaptive Selling Behavior focuses on a specific ability, it is not specific to a particular context such as culturally diverse situations. 

A salesperson otherwise capable of effectively adapting within his or her home culture may not be able to do the same in another. While a host of factors ultimately influence salesperson performance, cultural adaptation is a particularly important one for those selling in intercultural settings given the dramatic differences that oftentimes exist across culture.

Differences in culture between business executives can create barriers that impede or completely stymie the negotiating process.

How are different preferences in Values relevant to various Negotiation outcomes?

How is the role of and Impact of various important Negotiation criteria different in different cultures? – Buying center size, Influence of buying center individuals, length of Negotiations, Focus on Competition, Role of Empathy, Role of Exchange rate…

By understanding these aspects, based on the value preferences, we can help you focus on the Potential areas of high impact in cross cultural Negotiation to make your Negotiation successful!

Once you learn this framework, you can apply it to many different cultures that you interact with.

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