With its booming economy and growing international consumer influence, negotiation skills appropriate for China is in high-demand. Here are a few tips to help you successfully navigate your next round of negotiations in China.
build relationships
The key to integrative bargaining is to build relationships with your counterpart. Relationship building is the hallmark of the adept negotiator.
The following items are tagged build relationships.
How to Negotiate When You’re Literally Far Apart
Imagine that you’re the CEO of a sports clothing manufacturer based in Chicago. You recently traveled to Amsterdam, the Netherlands, to meet with a distributor who has a rich and diverse network in the European sports market.
During the business trip, you both express enthusiasm about the possibility of a joint venture and agree to give the potential alliance more thought.
Back home, you learn that one of your competitors has discussed similar plans with the same distributor.
Teaching Negotiation @ Online: Spring NP@PON Faculty Dinner Explores Online Learning
Online learning is going through a renaissance. The Khan Academy is reaching millions with its decidedly low-tech approach while MIT and Harvard announced a very ambitious platform called edX just this month.[1] Proponents think we can learn from the less successful efforts of the 1990s and get it right this time. On April 17th, a group of PON faculty and educators gathered to share their experiences and perspectives on what works well online, where we are falling short and what the future of online learning might look like when it comes to teaching negotiation. The panelists for the event were Lori Abrams, developer of an online-based Negotiation Strategies course at the University of Minnesota Carlson School of Management, Peter McAteer, CEO of Corporate University Xchange (CorpU) and David Fairman, Managing Director of the Consensus Building Institute (CBI). The session was facilitated by Professor Lawrence Susskind from MIT.
Turn Your Adversary Into Your Advocate: The Benefits of Seeking Advice
Advice seeking inherently employs multiple self-presentation tactics (including ingratiation, self-promotion, and supplication), it allows us to improve both our competence and our likability. Think about the last time someone asked you for advice. How did you respond? You probably had at least one of these reactions:
Why it pays to build relationships
Adapted from “When Lose-Lose Wins,” first published in the Negotiation newsletter, August 2004.
Does negotiation research promote the creation of joint gain at the expense of relationship building? Researchers Jared R. Curhan, Margaret A. Neale, and Lee D. Ross suggest that the field is guilty as charged.
To illustrate, the team apply author O. Henry’s classic tale
Jeswald Salacuse Article Published in Tufts Magazine
Jeswald Salacuse published a column in the Summer 2010 issue of Tufts Magazine.
His article suggests that weaker parties can:
Build relationships with third parties
Develop alternatives
Use linkage
Take initiative
Divide and conquer
To read Professor Salacuse’s full article, entitled The Lion and the Lamb: Do the Strong Always Devour the Weak, click here.
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