Different styles of negociationSaitoc CristinaToader GeaninaVaida Madalina Malvina

INTRODUCTION Negotiation: is a process where each

party involved in negotiating tries to gain an advantage for themselves by the end of the process.

Negotiation is intended to aim at compromise.

The Latino-American style(Brazilian)Carcateristics: Formalism Expansiveness Sensibility strongly motivated by power, prestige

and reconnaissance orientated to man values : the “macho”

is self-confident, charismatic, eloquent and intelligent.

When negociating try to find the other persons weakness too much documentation is offending. very flexible in managing their problems they even have a special deadline consider that what is good for the group it is

also good for them. An important asset is the loyalty. The most important quality it that they are

open minded.

OFFER

COUNTER OFFER

CONCESSION

COMPROMISE

AGREEMENT

Arabian StyleCaracteristics:

has the mark of the Muslim religion Arab partner to be required to solve other

problems, job problems or personal problems.

Focus group

When negociating collectivist nature of culture , higher degree of emotionality retained and the attitude is pragmatic. Communication is highly contextual avoid direct confrontations respect the partner position they expect to be respected.

The japonese style Carcateristics: define their basic interests Communication is both the verbal and the nonverbal messages rationality with affection rigor formality and etiquette

When negociting the wear has to be be decent, not

extravagant! a friendly gesture causes horror shaking hands disgust them  they try to avoid confrontation do not expect business to be seald

quickly

But in the end Negotiating is the art of reaching

an agreement by resolving differences through creativity”