AchieveGlobal, Inc.

2008

Date

Developing the 21st Century Workforce

2. International
negotiations
Presentation Title
International Negotiation, Cosmin Joldes
The Faculty of International Business and Economics
ASE Bucharest

 AchieveGlobal, Inc. 2008

Date

Developing the 21st Century Workforce

International negotiations - summary

1.
2.
3.

Negotiation definition
Theoretical approaches of negotiations
Intercultural approach of negotiations

Presentation Title

 AchieveGlobal, Inc. 2008

Date

Developing the 21st Century Workforce

1. Negotiation - definition

Decision process

Different parts -> talent & developed capabilities

Way of communication
Mutual win-win process

Presentation Title

Attitude x Knowledge x Skills = SUCCES!!!

 AchieveGlobal, Inc. 2008

Date

Developing the 21st Century Workforce

2. Theoretical approaches of negotiations

Rules, best practices, norms

Descriptive approach (models)
The game theory
Psychological approach
Presentation Title

 AchieveGlobal, Inc. 2008

Date

Developing the 21st Century Workforce

3. Intercultural approach of negotiations

Particularities the importance of distance, complexity of process,

longer period, higher costs

Particularities and differences of domestic negotiation:

Intercultural differences
Legal differences
Political & administrative differences

Culture way of thinking and acting of a determined human

community

Presentation Title

National culture vs. organizational culture vs. professional culture vs.

individual culture

 AchieveGlobal, Inc. 2008

Date

Developing the 21st Century Workforce

Determinant cultural factors for business

Traditions, values and beliefs

Religion of majority
Economical and social development
Social & political administration
Legal and institutional framework
Environmental, geographical and clime factors
Presentation Title
=> Determinants of cultural differences and affinities (similarities)

 AchieveGlobal, Inc. 2008

Date

Developing the 21st Century Workforce

Criteria for determining cultural typologies

a.
b.
c.
d.
e.

WAY of COMMUNICATION
Perception of TIME and SPACE
Conception of the SOCIAL STATUS of Human Being
UNCERTAINTY perception
MORAL NORMS
Presentation Title

 AchieveGlobal, Inc. 2008

Date

Developing the 21st Century Workforce

a. WAY of COMMUNICATION

Low contextual
High contextual

Presentation Title

 AchieveGlobal, Inc. 2008

Date

Developing the 21st Century Workforce

b. Perception of TIME and SPACE

Monocronic cultures
Policronic cultures

Presentation Title

 AchieveGlobal, Inc. 2008

Date

Developing the 21st Century Workforce

c. Conception of the SOCIAL STATUS of Human Being

Collectivism
Individualism

Presentation Title

 AchieveGlobal, Inc. 2008

Date

Developing the 21st Century Workforce

d. UNCERTAINTY perception

Low degree of avoiding UNCERTAINTY

High degree of avoiding UNCERTAINTY

Presentation Title

 AchieveGlobal, Inc. 2008

Date

Developing the 21st Century Workforce

e. MORAL NORMS

Occident (USA)
Orient (Japan)

Presentation Title

 AchieveGlobal, Inc. 2008

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Developing the 21st Century Workforce

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01/27/16

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