Đàm phán win - win ( thắng - thắng) và chủ nghĩa cá nhân

1. COMMUNICATION
MANAGEMENT
Win-win negotiation is ineffective,
especially in countries with high
appreciation on individualism
Class: GambaX0510
Group: No.3

2. CONTENT
1. Concept of negotiation
2. Rules of win-win negotiation
3. Culture and negotiation
4. individualism and win-win
negotiation
5. Conclusion
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3. CONCEPT OF NEGOTIATION
Concept of negotiation:
“Negotiation is act and process in which
participants will exchange and discuss about
conditions and solutions to agree on certain
problems in certain situation to make it more
close to their expected interest. Reaching a
deal is the success of participated parties.”
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4. CONCEPT OF NEGOTIATION
Forms of negotiation:
•Negotiation in written form
•Negotiation by direct meeting
•Negotiation via telephone
•Negotiation via video call, e-mail, chat, etc.
•Negotiation via a third party, etc.
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5. CONCEPT OF NEGOTIATION
Negotiation strategies (Styles):
•Cooperative negotiation (Win-Win);
•Concessionary negotiation (Lose to Win);
•Competitive negotiation (Win-Lose);
•Compromising negotiation (dividing
separately according to the differences of
parties);
•Shunning negotiation
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6. WIN-WIN NEGOTIATION
Concept of win-win negotiation:
Win-win negotiation is a negotiation strategy in
which all parties cooperate to find out win-win
solution for their conflict.
Cooperative negotiation concentrates on the
development of deals bringing about mutual
benefit based on interests.
Win-win negotiation is an effective negotiation
strategy and it is used in most cases.
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7. WIN-WIN NEGOTIATION
Rules of win-win negotiation:
2.1. Separate the people from the problem;
3.2. Focus on interests, not positions;
• Positions: are what negotiators want and they
are expressed.
• Interest: potential expectations and interests
order the behavior of the people in specific
situation.
4.3. Invent options for mutual gain;
5.4. Insist on Using Objective Criteria.
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8. CULTURE AND NEGOTIATION
• "Culture is the common sense of people to
distinguish groups of people. Culture is the set
of shared values "- Geert Hofstede.
• We all know that every country, nation or
even geographical region has different
cultures and it is an important factor to form
different style and characteristics of
negotiation.
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9. CULTURE AND NEGOTIATION
According to Hofstede cultural factors include:
1. Power; (Level of power differentiation)
3.2. Ego (Individualism);
4.3. Gender;
5.4. Predictability; (Accept risk or certainty)
6.5. Time. (Short-term/long-term orientation)
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10. INDIVIDUALISM AND WIN-WIN
NEGOTIATION
Concepts and characteristics of individualism:
“Individualism is a term used to describe a
perspective on aspects of social, political or
moral which emphasizes the independence of
human beings and the importance of freedom
and self-reliance of each individual. The
followers of individualism aim to unrestricting
personal purposes and desires..”
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11. INDIVIDUALISM AND WIN-WIN
NEGOTIATION
Concepts and characteristics of individualism:
•Individualists consider themselves the center of
every issue and put their ego above all. (From
particular to general things).
•Collectivists consider the collective as the
center of all issues and put collective above
individual. (From general to particular things).
•Individualists consider themselves and their
interests above all, so they less care about
others.
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12. INDIVIDUALISM AND WIN-WIN
NEGOTIATION
Influences of individualism on win – win
negotiation:
•Separate the people from the problem
• However, individualists consider people and
negotiating individuals the main factors;
therefore they will find really difficult to
separate the people from the problem.
• They also do not care about feelings and
thought of others when negotiating, so they
are easy to have inappropriate behavior with
the feeling and thought of the opponents,
causing further conflicts.
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13. INDIVIDUALISM AND WIN-WIN
NEGOTIATION
Influences of individualism on win – win
negotiation:
•Focus on interests not positions
• Individualists do not care about other people
but only care about themselves and act for
their own positions and interests. Therefore,
they are difficult to realize the interests of
others and tend to focus on positions.
• They also less make concession of their set
positions to achieve mutual interests.
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14. INDIVIDUALISM AND WIN-WIN
NEGOTIATION
Influences of individualism on win – win
negotiation:
•Invent options for mutual gain
• Negotiators following individualism often do
not care about others and just focus on their
interests so they seldom have solutions to let
the opponent participate in negotiations for
mutual benefit. They often give solutions that
are more benefit to them without caring about
the opponents.
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15. INDIVIDUALISM AND WIN-WIN
NEGOTIATION
Influences of individualism on win – win
negotiation:
•Insist on objective criteria
• Characteristics of individualism are considered
individuals the center, so they also
acknowledge what they offer but refuse to
recognize what others offer even they are
objective criteria. Those appreciate
individualism often says that to the opponent
that: "Your viewpoint is wrong, mine is right" to
obstruct win - win negotiation process.
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16. INDIVIDUALISM AND WIN-WIN
NEGOTIATION
Individualism, cultural factors affecting win-win
negotiation:
•Power :
• Countries appreciating individualism regard
individual the center, so the maintenance of
power, imposing and showing personal ego is
very big, making win-win negotiation more
difficult than in countries following collectivism.
•Ego: Due to regarding ego individual and
personal ego the center, not care about others,
so it is not suitable with the rules of win-win
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17. INDIVIDUALISM AND WIN-WIN
NEGOTIATION
Individualism, cultural factors affecting win-win
negotiation:
•Time:
• Time is also a disadvantageous factor for
individualists in win-win negotiation because
apart from interests, in win-win negotiation, in
win-win negotiation, parties also care about
long-term relationships while individualists only
care about personal matter, so they often only
care about short-term problems in their own
life.
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18. CONCLUSION
• Win-win negotiation based on interests is
applied effectively in most cases; it ensures
the interest and sustains the relation for both
parties..
• Individualism has some inherent
characteristics which are like conflicts and
barriers to principles and requirements of win-
win negotiating strategy. Therefore, it can be
asserted that win – win negotiation is
especially not effective in countries following
individualism compared to in countries
following collectivism.
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19. CONCLUSION
• Following individualism does not mean being
unable to apply win-win negotiating strategy. We
can see that the actions and thought of people
following individualism often do not depend on
the outside, not depending on the framework
and conservative process, they have a high
creativeness. From that, they can offer new
solutions of mutual gain.
• To succeed in negotiation, you need to know
how to use different negotiation strategies flexibly
to suit the condition, circumstance, environment,
situation and specific events and especially need
to “have both feet on the ground”.
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20. CLASS: GAMBA.X0510 – NHÓM: No.3
1. TRUONG TRUNG NGHIA 6. DINH KE DUC
2. VU THANH NHUNG 7. NGUYEN THANH LY
3. NGUYEN HUU HOANG 8. NGUYEN PHUONG NAM
4. LE THI HOAI THU 9. DANG MINH TAM
5. NGUYEN VIET HUNG
Thank you very much!
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