Intercultural Negotiations

©Article translated by dott. ssa Vazquez Federica, CIELS Advanced Degree in Strategic Communication (“Laurea Magistrale in Comunicazione Strategica”), extracted with the author’s permission from the book “Intercultural Negotiation. Communication Beyond Cultural Barriers” (original title: “Negoziazione interculturale. Comunicare oltre le barriere culturali. Dalle relazioni interne sino alle trattative internazionali”), written by Daniele Trevisani, published by Franco Angeli, Milan.

In negotiating persuasion “in the field,” we may find different attitudes towards the same proposal. Imagine making a presentation with persuasive intent to propose a training course to a firm. Entrepreneur A might be enthusiastic about a staff training project, while entrepreneur B might consider it a waste of time.
The first step, then, is to understand how the item (the proposal) sits along the possible latitude (from unconditional acceptance to outright rejection, with all the possible nuances in between).
Every negotiator can benefit from practicing both (1) the latitude survey, and (2) the next step, consisting of analyzing the underlying motivations that place an item (a specific proposal) along a particular point on the latitude (e.g., extreme rejection, unconditional acceptance, or acceptance with reservations, and other possibilities). Having acknowledged the position along the continuum, it is appropriate to understand the reason for that placement.
Any persuasive activity will in fact have to confront the motives that determine that position.

Roles
• Analyst: has the task of bringing out the picture
• Interviewee: must contribute to the exploration that the analyst will attempt, in a spirit of openness
Steps
• The analyst must come up with a fairly long list of products, services, and buying ideas, and note how they rank along the continuum.
• Second step: bring out the reasons for this placement, especially in reference to the most extreme positions.
• Use the following survey sheet:

Acceptance Latitude Survey Sheet
Place proposed products along the continuum, based on the respondent’s reactions to the product. Question: “would you buy a ……” (follows proposal of a product or service, even a strange or unusual one). Explore the motive underlying the evaluation and related motives.
You would purchase a: ……

I proposed:And the reaction was.Assign a score from -100 (extreme disgust) to + 100 (absolute unconditional adherence)

In-depth analysis of choices: use
• probing (did I get that right? why, what motivation leads you to.?);
• associative techniques (what do you associate with…?);
• the belief/evaluation model: have the subject say, “I believe that ………..” (subject’s belief) and “I think this is ………” (subject’s evaluation of the belief);
• For the most positive and most negative points: in-depth analysis of motivations.

©Article translated by dott. ssa Vazquez Federica, CIELS Advanced Degree in Strategic Communication (“Laurea Magistrale in Comunicazione Strategica”), extracted with the author’s permission from the book “Intercultural Negotiation. Communication Beyond Cultural Barriers” (original title: “Negoziazione interculturale. Comunicare oltre le barriere culturali. Dalle relazioni interne sino alle trattative internazionali”), written by Daniele Trevisani, published by Franco Angeli, Milan.

Source:

-Dott. Trevisani D., Negoziazione Interculturale – Comunicazione oltre le barriere culturali. Dalle relazioni interne sino alle trattative internazionali, Franco Angeli Edizioni, 2016.

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CIELS Institutional Website: https://www.ciels.it/

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