Date post: | 18-Dec-2015 |
Category: |
Documents |
Upload: | grace-knight |
View: | 218 times |
Download: | 0 times |
Topics of DiscussionInfluence of CommunismNegotiation Styles
USA versus RussiaEtiquettePre-NegotiationBargainingReaching an Agreement
Lasting Effects of CommunismNegotiations
Unique aspect in RussiaEffect of communism and the cold war
USSR dissolvedApproximately 15 different sovereign statesVarious aspects from these different countries
*Cyberlink.com
Communist RussiaGoal was for everyone to be the sameDifferences threatened the collective society
Current government Officially recognizes and tolerates individuality
General populationReacts violently to “above average”Lasting effects of Communism
*http://www.grin.com/e-book/26493/doing-business-in-russia
Lasting Effects of Communism
Slow transitionIndividualismProfit-maximizationPersonal initiative
Perestroika (restructuring) Mindset regarding western thought Age factor regarding acceptance
*http://www.grin.com/e-book/26493/doing-business-in-russia
Lasting Effects of Communism
American persuasion in Russian negotiations must be done tactfullyMotivationFair playAccountability Goodwill, etc
*http://www.grin.com/e-book/26493/doing-business-in-russia
Lasting Effects of Communism
Historically unstable political environmentNegotiations
Focus on the short term gains Long term gains are not a priority Fear that negotiated contracts may become
illegal later
*Sandia.gov
Lasting Effects of Communism
Understand some stages of USSR negotiationsPrepositioningIntelligence gatheringOpening movesMidgameSecrecyExploitation of entertainmentEnd game
Understand their emotional and historical baggageBe sensitive, but not overly so, of their previous
political situation*http://findarticles.com/p/articles/mi_m0KNN/
is_2000_Winter/ai_80305813/pg_2/
Lasting Effects of Communism
DifferencesU.S.A Russia
Primary Style Factual: Appeals to logic
Axiomatic: Appeals to ideals
Conflict: Countered with…
Objective facts Asserted ideals
Making Concessions
Small, early on Few, if any, made
Response to Other’s Concessions
Reciprocate concession
Viewed as weakness, rarely reciprocated
Differences, continued
U.S.A Russia
Relationship Short term No continuity
Authority Broad Limited
Initial Position Moderate Extreme
Deadline Very important Ignored
EtiquetteLanguage
BarrierInterpreter
LocationHistorically, formal settingBusiness meals, more common
AttireConservative and QualityForeign women vs. Russian women
EtiquetteGender
Traditionally male dominatedWorkforce 47% women
Low wage jobs: healthcare, education, office assistants
Physical ContactHandshakeEye contact
Social EventsSocial athleticism
EtiquetteGifts
Extensive gifting traditionsBe prepared for first meetingAvoid inexpensive gifts
No vodka!
BribesSolicited boldly without reserveOrganized crime threat
Pre-NegotiationPatience and Flexibility
Slow-movingPersonal relationshipsBusiness cardsIntrusionsBe preparedConceal information
Pre-NegotiationSetting up a meeting can be difficult
Impossible… To leave messages Set appointments
Confirm a meetingObtain written confirmation
Time and PunctualityLateness is commonArrive punctually
BargainingInterpreterCautious pre-positioning
Extreme opening offerOpposing positionsNeed to look good
BargainingSlow pace of negotiations
Two or three meetingsDetect weaknessesConsensusMissed deadlines
Rapid conclusionsNothing else to gain
Reaching an AgreementThe Negotiating Table
Know the decision makers Who has authority to make decisions?
Display unity E pluribus unum
Concessions When and how concessions are made
Consider negotiating away from the negotiation table
Reaching an AgreementDeciphering what they are saying
“I do not have the authority”What does “No” really mean“In principle, it can be done”
Influences from the outsideIndependencePolitical and economical
Reaching an AgreementOther Important Consideration
Feeling versus FactsTaking RisksBuilding Trust
Protokol (meeting minutes)A joint statement or memorandum of
understandingReciprocity
“I get half, you get half”
The AgreementDifferent types of agreements
Agreement “in principle”Cherry PickingThe departure-time decisionAd referendum
AgreementsWritten contractsLegal expertiseLanguage of agreements
After the AgreementCelebration
Festive lunch or dinnerAgreements and signed contracts may not
mean that the negotiation stopsDealing after the contract is signedNurture the relationship
ImplementationLegal, political and ideological considerations
After the AgreementProblems after agreements are reached
Ignoring the termsTimelinesThings offered cannot be doneWaiting on others
Getting things back on trackReestablishing the relationshipTrip to Russia
RecommendationsRemember…
Be sensitive, but not overly so, to past political issues
Dress conservativelyBe prepared to offer authentic giftsSlow pace negotiations, time treated loosely
Have patience Have a good interpreter
Display group unityBe confident in your demandsDon’t ignore relationship after signing