Ceate an international negotiation plan.
You have been asked by your supervisor to create a proposal for negotiating the sale of your product with a Japanese company. You know that Japanese business practices may be different than what you have experienced in the Unites States, and you do not want to offend the prospective clients. How would you handle the negotiation with the Japanese company? How would you introduce yourself, your company, and your product? Write a step-by-step international negotiation plan for how you would approach this business venture.
You created a negotiation planning guide as part of the Unit III Project. Revisit that project and Table 4.3: Negotiation Planning Guide on Use the steps listed on Negotiation Planning Guide to create your business plan.
As part of your plan, you will address the ways culture can impact the negotiation process and how you will ensure cultural sensitivity. Using the 10 ways that culture can influence negotiations (BRIEF SUMMARY ATTACHED) such as time sensitivity, protocol, and communications. You are required to cover at least four of the ten ways culture can influence negotiation. You will need to research Japanese culture to address these issues.Your plan should be a minimum of four (4) full pages (not including the title and reference pages). Introduction and conclusion paragraphs are not necessary. Include at least three sources, including your textbook. You may use an Online Library or the Internet for other resources as needed. Follow proper APA format, including citing and referencing all outside sources used.
The Influence of Culture on Negotiation: Managerial Perspectives
-Definition of negotiation
-Negotiation opportunity
-Selection of negotiators
-Protocol
-Communication
-Time sensitivity
-Risk propensity
-Groups versus individuals emphasis
-Nature of agreements
-Emotionalism
Definition of negotiation
what is negotiable (Americans view negotiations as a competition while Japanese view it as an opportunity for information sharing)
Negotiation opportunity
Opportunity—cultures influence the way negotiators view an opportunity as distributive vs. integrative (America fundamentally distributive)
Selection of negotiators
varies across cultures (seniority, age, gender, family connections, experience, status
Protocol
America is the least formal, in Europe not using someone's proper title is considered insulting
Communication
includes non-verbal gestures (in Thailand it is considered insulting to put your feet on your desk, here it is a sign of relaxation)
Time sensitivity
In the U.S. people respect time and try to be punctual, faster is better than slower, while in China and Latin America time is not important
Risk propensity
Americans are seen as entrepreneurial and may be willing to take risks to make a deal, while in other risk avoiding cultures, negotiators may want a great deal of information before committing to a deal
Groups versus individuals emphasis
Americans are more likely to have one person negotiate while Japan would rather have a group
Nature of agreements
U.S. deals are formalized and enforced through the legal system, Chinese use memorandums of agreement which to them signal the start of the negotiation (Americans often misinterpret this as the end of the negotiation
Emotionalism
a display of emotions used as a tactic may be offensive in some countries
Review the attachment:
Attachment:- planning.rar