National styles of negotiation Every country and every

National styles of negotiation Every country and every nation has its own traditions and customs of communication and business ethics.

The importance of national styles: • Ignorance of local, national or linguistic characteristics. (J. Kikpatric in the ASEAN countries - the question on Cambodia; Nixon in Japan). • What is the role of national styles? • (Two approaches: modest; very significant: perceived traditions and customs, represents the state, the interaction of cultures, the participants without diplomatic experience) Morozov E. M. IIR MEPh. I 2

The importance of national styles: • National peculiarities are particularly manifested in the settlement of conflict situations • Representatives of the countries of the multinational culture behave yourself more easier • The difference in the types of arguments (with specific examples or, on the basis of principles) • The nature of decision-making. • Behavioral characteristics. Morozov E. M. IIR MEPh. I 3

The Americans have invested a significant element of democracy and pragmatism in the practice of business communication. • At the negotiations the Americans focus on the problem which is the essential to discuss. • Seek to identify and discuss not only General approaches to the solution, but also the details associated with the implementation of the agreements. • The style of business communication are characterized by professionalism. • In any American delegation is difficult to meet a person incompetent in the matters under discussion. Morozov E. M. IIR MEPh. I 4

The Americans: • Show egocentrism, they belief that the partner has to follow the same rules as they do. As a result, representatives of the USA can be evaluated by the partners as too aggressive, • A business reception in the United States - the usual thing. At the table is best to avoid talking about politics and religion, because the USA is the country of puritanical values. • The American nation is concerned about their health. Alcohol Americans consume very little. • Business receptions in the U. S. are not long by duration. Upon its completion, the participants can go back to the office and to continue the negotiations. Morozov E. M. IIR MEPh. I 5

France has had a significant influence on the formation of diplomatic protocol and etiquette. • The personal relationships and dating are of the great importance. They aspire to find new partners through intermediaries, connected friendly, family or financial relations. • The French skillfully defended this or that principle or their position, but not inclined to conduct bargaining. As a result it turns out that the French are very strictly negotiate and, as a rule, do not have a «spare» position Morozov E. M. IIR MEPh. I 6

The French • The French are less free and independent. They do not like to face in the course of negotiations with unexpected changes in the positions. The contracts, signed jointly with French companies, extremely correct and accurate in the wording and does not admit of different interpretations. • The French did not differ in accuracy and is not always punctual. The methods they follow the rule: the higher the status of the visitor, the later he comes. Morozov E. M. IIR MEPh. I 7

The British • Restraint, the propensity to understatement, scrupulousness, which forces the British to be withdrawn and uncommunicative with strangers, the worship of ownership, initiative, efficiency, independence bordering with aloofness, are the basis of human relations in Britain. • The British have a highly developed sense of justice, therefore, when conducting of the Affairs of the faith they profess to play fair and do not tolerate trickery and guile. Morozov E. M. IIR MEPh. I 8

The British • English traditions require restraint in judgments as a sign of respect to the other party. Hence the tendency to avoid the confident assertion or denial, using the variety of introductory revolutions of the type: «it seems to Me» , «I believe» , «May» , and etc. • The British remain absolutely steadfast in all that regards the observance of some rules, and the more laws. Morozov E. M. IIR MEPh. I 9

The British • National passion of English is gardening. This is the key to understanding the many sides of their character and attitude to life. It is a code of moral values, almost a religion. • A foreigner, who was accustomed to believe that silence is consent, often mistakenly believes that convinced the Englishman in the right. • With the British partners you will never need to be afraid of silence. On the contrary, the gross behavior is when a man talks too much, i. e. , in the opinion of the British, he wants to impose his will on the others. Morozov E. M. IIR MEPh. I 10

The British • Punctuality in the UK - a strict rule. • Exchange handshakes adopted only at the first meeting, in the future, the British are satisfied with a simple verbal greeting. • The Englishmen can be relied upon. • A pragmatic approach to business, empiricism distinguishes the British negotiators. The traditional for the British was, and is an ability to avoid acute angles during the negotiations. Morozov E. M. IIR MEPh. I 11

The British • If in the suspension of negotiations you have been offered the standard English Breakfast or a dinner, do not try to macerate bread peaces in tea, collect sauce from the plates with pieces of bread, put your hands on your knees, smoke before you will be served a Cup of coffee. • Of strong drinks British consumed gin and whiskey, although the favorite drink of the English remains beer. • Say toasts and clink glasses is not accepted. Before you drink they pronounce «chees» . • In conversations at the table is best to avoid such topics as the life of the Royal family, religion, Northern Ireland, the private life and money. • Invitation to the house should be seen as a sign of special location. If such an invitation would follow, in the day of the visit don't forget to send the owners of the house with flowers, chocolates and wine. Morozov E. M. IIR MEPh. I 12

The Germans • Different hard work, diligence, punctuality, Thrifty, skepticism, and aspiration to the order. • German officials strictly relate to the choice of clothing. • The Germans prefer those negotiations, in which they with sufficient evidence can see the opportunity to find a solution. • At the conclusion of transactions, the Germans will insist on the hard fulfilling the assumed obligations. Morozov E. M. IIR MEPh. I 13

The Germans • During the talks, the Germans can behave quite hard. • If you in the suspension of negotiations was invited to restaurant, do not forget that, the bill in a restaurant sometimes are paid separately (the inviting and the invited) • Should be avoided talk of a polemic political nature. Morozov E. M. IIR MEPh. I 14

The Italians • They are expansive, passionate, have a large sociability. • Of great importance Italians give to the negotiations were conducted between the people occupying roughly equal position in the business world. • Of considerable importance for the Italian representatives have informal relationships with partners, including in-service time. • Italians are very appreciate the manifestation of interest in Italy, as a country, which is the ancestor of many kinds of arts and crafts. • In General, the Italians are rather sensitive to the observance of the basic rules of business ethics. Morozov E. M. IIR MEPh. I 15

The Spanish • Negotiations with the Spaniards usually occur keenly and fast, but not very rapidly. • Spaniards are big fans of conduct wordy debate, therefore, the regulations of the negotiations they have very often not observed. • Spanish partners are independent and have a great sense of dignity. • Appearance at the talks are paying a lot of attention. Therefore, there is, indeed, meet on clothes. . . • The closer the place of birth of partner to the South, the manifestations of his senses are the more open in a less formal and contingent communication. Morozov E. M. IIR MEPh. I 16

The Muslim world: • Arab understanding of etiquette forbids the other party to resort to straight answers, be categorical • The Arabs during the conversation avoid also fussiness, haste, • Arab interlocutors always seek to «save face» as of their own, and the other person as well. • The refusal of the problem solution is accompanied by reservations, praise in favor of the proposal under discussion. • The expression of disagreement is carried out in the most mild form. Morozov E. M. IIR MEPh. I 17

The Muslim world: • Islamic morality refers negotiations to one of the types of trade, and thus to prestigious occupation. • Bargain among the Arabs - always a little performance. • Inviting to commit the transaction, Arabian merchant becomes very polite. • The first named price is always repeatedly overstated. • Calling excessive price, the owner of the goods begins to praise them. • Buyer seeks to bring down the price. The buying process is often accompanied by refreshments, soft drinks, tea. Morozov E. M. IIR MEPh. I 18

The Muslim world: • At a meeting of the Arab countries, men hugging, a little touch to each other cheek, patted on the back and shoulders, but such signs of attention are only possible between their own and do not apply to aliens. • A foreigner should not contact with questions or requests to the woman, it is considered to be impolite, all contacts, discussions are under way with men. Morozov E. M. IIR MEPh. I 19

The Chinese • The Chinese are holding the negotiations, quite clearly defining separate stages: the initial clarification of positions, their discussion and the final stage of negotiations. • The Chinese participants of the negotiations are very attentive to two things: 1. collection of information about subject of discussion, as well as negotiating partners; 2. the formation of «the spirit of friendship» Morozov E. M. IIR MEPh. I 20

The Chinese • At the talks with the Chinese side you should not expect that the partner will be the first to «open his cards» . • The Chinese make concessions usually at the end of the talks, after the evaluation of the possibility of the opposite side. • In China, They attached great importance to the establishment of informal relations with foreign partners. • You can ask about age, marital status, children - don't be offended, this is a sincere interest to you. • Gifts better not do a particular person, but the entire delegation, as local rules may forbid to accept personal gifts. Morozov E. M. IIR MEPh. I 21

The Japanese: • In the national character are: honesty, adherence to traditions, sense of duty, gentleness, striving for joint action in the group. • The Japanese morality considers the bonds of mutual dependence are of the basis of relations between people • The Japanese, in addition to the high level of organization and a lack of sense of humor, highlights another feature is a sincere selfcriticism Morozov E. M. IIR MEPh. I 22

The Japanese: • Great importance is attached to punctuality, accuracy. The accuracy of the negotiations - whether it is in their start time or end time, or the execution of promises, obligations - is one of the most important features of the Japanese style of negotiations. • During the negotiations it is important to bear in mind that in Japan, when you hear «Yes» , it does not always mean valid consent. • The Japanese traditionally tend not to engage in open contradiction with the interlocutor and upset him, and therefore avoid direct answers «no» . Morozov E. M. IIR MEPh. I 23

The Japanese: • In the course of negotiations with the Japanese, it is difficult to avoid the arising of the pauses and silence. • You should not try to fill in a pause himself. For the Japanese, this situation is normal, usually after a mutual silence, the conversation becomes more fruitful. • Forget about the tactical manifestations of emotions, especially anger. The Japanese are trained to control their emotions, and will be shocked by the brutality. Patience and the desire to establish mutual understanding will yield much better results. Morozov E. M. IIR MEPh. I 24

The Koreans • In Korea this is strong traditional Confucian morality, according to which in the interpersonal relationship you must take into account the feeling of a partner and respect his right and to be sincere in your intentions. • Koreans in general are open, sociable, very polite and well-mannered people. It is appropriate to remember that the warm relations to you may not mean that you have managed to really be of interest to your partners, their proposals, they were just being polite. Morozov E. M. IIR MEPh. I 25

The Koreans • The Korean society is strictly hierarchical and very authoritarian. The prestige of a person depends on the position and age, and earned often hard work. • They are considered to be very assertive and aggressive in negotiations. They are also characterized by the clarity and sharpness of expression problems and ways of their solution. Morozov E. M. IIR MEPh. I 26

The Koreans • Koreans meticulous in matters of dress: for men it is always strict business suit, for women in an office situation are excluded pants. • There is rule - not smoke in the presence of senior by age and position. • Koreans are not used to openly Express disagreement with the partner, to prove its not right. They do not like to look very far in the future, they are more interested in the direct result of their efforts. Morozov E. M. IIR MEPh. I 27

The Russian style • Lack of experience of business communication • Incompetence, lack of «negotiating culture» , desire even in the situation of the cooperation to see in a large extent a conflict of interests, rather than their coincidence. • Russians abroad massively overpaid for all, precisely because of its propensity to pay, not only without haggling, but, not even found out how to be the real price levels. Morozov E. M. IIR MEPh. I 28

The Russian style • Russians are mainly concentrated on common objectives and pay relatively little attention to how they can be achieved. • Fear of risk entails the restriction of the initiative. So often, Russians mainly react to something that partner offers , and do not have their own variants of the decision. Morozov E. M. IIR MEPh. I 29

The Russian style • Russians try to take a firm position, characterized by a significant overshooting of the requirements. Then, after lengthy discussions and concessions, is an increasing convergence of positions of the parties. • Fast change of mood and attitudes in respect of partner: from extremely friendly location prior to the official, excluding any personal sympathies. Morozov E. M. IIR MEPh. I 30

The Russian style • You can never say that someone offers You more advantageous conditions of the transaction. Among respectable people this is blackmail and blunder. • In the West it is accepted to consider that everyone is free to choose the most advantageous partner, but must do so with dignity, without insulting others. Morozov E. M. IIR MEPh. I 31