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There are many different styles to negotiate with other party. When negotiating, you have to understand and to be aware of other party’s interests and tactics. There are 5 bargaining styles; avoiding, accommondative, collaborative, competing and compromising. We are going to give you an example of competitive negotiating style.

When using competitive negotiating style, usually you approach the process as a competition. And in a competition you have to win or you will lose.

The basic sumption of competitive negotiations is that it is called as a zero-sum game. People believe that there is a fixed amount what both parties want. If one gets it, the other loses it.

The outcome of zero-sum negotiations is defined between winners and losers. One party gets what they want when the other party loses everything and feels cheated or failed.

Zero-sum thinking has to be done with financial terms. For example, if you are buying a car you have to think first in terms of resale value of the car. The only thing to be negotiated for competitive negotiators is the price.

In competitive negotiatings the relationship between the other person is not important. They don’t care about each other or what others think about them.

To show concern for the other person is to show weakness that may be taken advantage of. This can lead to trickery where false concern is shown, and reactions where any show of concern is perceived as likely trickery.

The other way to negotiate is to resort to uncomfortable approaching. These ways can be aggressive or fraudulent. The party can tell lies and be verbally or even physically aggressive. Even if this feels uncomfortable, we all know that it can happen. Many of us have been more or less truthful in different negotiating situations.

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PRESENTATIONS: Group 7, Negotiating in 21st century

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PRESENTATIONS: Group 7, Negotiating in 21st century

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This presentation left me with a lot of questions. I did not understand what the history part was for? And what happened in the first video? Other three videos were about win-win, win-lose and lose-lose situations. Some of the slides were too filled up with text, but some of them were short and interesting. To be honest, I did not understand anything about this topic, but clearly boys made a lot of effort to the presentation.

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- When negotiating with Finnish person, leave him a personal space
- Do not talk about your personal life > it has nothing to do with the meeting and it is rude
- Don't fill your PP with too much of text > use key words and put thing out naturally
- Don't be aggressive, it is really negative > give other options and you don't have to agree in everything
- Don't speak in your own language if others doesn't understand > use common language
- BODY LANGUAGE > more important than words
- Do not show your stress > keep your eye contact, sit straight, smile and use mirroring

Slides were self-explanatory, maybe the talking tempo was a bit too fast. Otherwise the presentation was good and funny.

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PRESENTATIONS: Group 5 our group, Competitive negotiating

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PRESENTATIONS: Group 5 our group, Competitive negotiating

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As a group I think we succeeded. But what went really wrong was that we thought everything has to be on the video. I would like to do everything in other ways but I am still happy what we have done. Everyone did something and we had active conversations all the time.

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PRESENTATIONS; Group 4, Active listening

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PRESENTATIONS; Group 4, Active listening

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In my opinion, this group made the clearest presentation. Group's subjects were comprehending, retaining and responding. Again, I liked the most of the body language part.

Video was well played but what ate the interest was the length of it. It was too long and shorter video would've been more interesting.

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PRESENTATIONS: Group 3, Negotiations between Russians and French

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PRESENTATIONS: Group 3, Negotiations between Russians and French

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The video was well included to the presentation, both were interesting and gave a lot to audience. Subjects were the culture in negotiations, gender roles, humor included to negotiating, and how you talk to a person.

The presentation was actually very long, but they didn't do the mistake by adding too much of text to slides so audience was interested all the time.

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PRESENTATIONS: Group 2,  Different negotiation styles in Germany and Japan

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PRESENTATIONS: Group 2,  Different negotiation styles in Germany and Japan

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This group talked about different greeting styles, how deals are made and what happens in a situation of conflict. I liked how everybody was talking well about cultural differences.

Video was brief and on the point. Acting was well done, maybe by increasing volume everything could have been perfect.

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PRESENTATIONS: Group 1, Communication in negotiation

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PRESENTATIONS: Group 1, Communication in negotiation

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I liked this group's presentation and it set high pressure on other groups. They talked about different kind of handshaking styles, personal space, eye-contact, face gestures and mirroring. What I liked the most was the body language part.
At first, there was too much of text on the hand-out, but explanations were still very good and succinct. The video was clear and it didn't matter that there were no sound on it. Next time there should be little less text on the video, so the viewer has time to read everything.

Good job!

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Negotiating: Ways that Culture Can Affect Your Negotiation

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Negotiating: Ways that Culture Can Affect Your Negotiation

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Negotiating goal: Contract or relationship?
Different culture means viewing the purpose of a negotiation differently.
Negotiating attitude: Win-Lose or Win-Win?
Differences in culture and/or in personality of the negotiator means that either both parties win or one side wins and the other side loses.
Personal style: Informal or formal?
How you talk to other people, how you use titles, how you dress or speak and how you interact with other people? If you are a formal negotiator, you don't talk about your personal life and you call others by their titles. As an informal negotiator you are an opposite of formal one.
Communication: Direct or indirect?
For example in America or in Israel you will get direct response, but in Japan, for example, you have to read the answer from indefinite comments and gestures. How direct communication is depends on culture, again.
Sensitivity to time: High or low?
It is said that Germans are always precise, Latins are usually late, Japanese negotiate very slowly, and Americans are quick deal makers.
Emotionalism: High or low?
Every culture has different rules of appropriateness of feelings. They can be brought to the negotiating situation. Latins have highest respect to emotionalism and Europeans are least emotional.

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Does cultural context effect to anger on negotiations?

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Does cultural context effect to anger on negotiations?

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Anger tells the other party that the competitor is tough. Studies have been conducted and have shown that they should be done more, especially in the eastern countries, as they have always been done in the western world.

The study now includes students from both Europe and East Asia. The study was conducted as a negotiating situation between the customer and the seller. According to Hajo Adam, the perception of perseverance in connection with anger might disappear when people from East Asia are involved. Angry behavior in Asian culture is not a part of it. The study, however, revealed that while the client was angry Western students agreed to concessions, while East Asian students did not agree.

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The article is about negotiating tactic called indaba. Since 2011 it has been a problem solver in big conferences where negotiating should get a quick end. According to the article indaba is a simple negotiating style, which gives each group a voice. Simply, it is a circle where, for example, the representatives of the countries speak directly to each other

Last December, at the UN meeting, 195 countries had gathered together to solve climate change problems. So many people gathered causes the problem that is the lack of consensus. 195 groups can not get a common result for a difficult question in a short time, so the negotiation method borrowed from the South African tribes was introduced. All-day negotiations were held at the UN meeting and they brought the desired results. Countries got a breakthrough in just 30 minutes. Without Indaba-tactics conclusion of an agreement would have taken considerably longer.

Tactics have been acclaimed as a problem-free, fair and easy way to get the problems resolved quickly.

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This time we had really difficult task with mixed groups. My group had topic called
What is post-purchase cognitive dissonance and how can it be minimized?
At first it took a long time to understand what it means. I couldn't understand it even in Finnish even though I translated it. But we understood what cognitive dissonance means and we got a summary for whole topic! Cognitive dissonance comes when you regret a purchase after buying an expensive product, for example. The link for our whole summary is at the end of this text!

This lecture was good and the subject was interesting. Business to business and business to consumer as concepts are familiar to me. Thanks to the teacher for choosing us an interesting topic, we learnt a lot from it!

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7.2. Distributive and integrative bargaining

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7.2. Distributive and integrative bargaining

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This lecture was about distributive and integrative bargaining. If I understood right, distributive bargaining is the same as competitive negotiating. Competitive negotiating is my group's topic and I was hoping to hear more about it on this lecture, but we didn't talk that much about the topic. But I'm okay with it!

We had another group task with mixed nationalities. Again, it felt really stressful to find a person to work with who you don't know. But luckily, our classmates are okay so in the end it is not so bad. We had groups with three people in it and we had to play a negotiating situation. I was Dr. Sanchez and my opponent was called Dr. Kim Wilson. We were discussing about Pakistani prunes which can help to solve the hunger problem of third world countries. As a result, we split all the prunes and he gave me $1 million dollars. I think we had full trust between us and we could work together again.

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We got together to make the video for assessment. Our topic is different sales techniques and tactics and especially competitive negotiating. We learnt to get to know each other because it was not that easy to act in a video and our personalities were well displayed. The video is not professional made but the idea shows well there.

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I made a quiz to solve what kind of negotiator I am. The questions were quite difficult and long and there were many of them. Actually some I did not understand at all because I don't have any experience as a negotiator in a company and I have not bought a car or a house. But almost all questions were able to reflect to normal life.

I got 210 points so I am in the second quartile in the ranking.

These were the scores of the quiz.

Highest Quartile Ranking                         +379 to          +724

Second Quartile Ranking                         +28 to            +375

Third Quartile Ranking                             -320 to           +27

Lowest Quartile Ranking                         -668 to           -321

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10.1. My first lecture of International Negotiations

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10.1. My first lecture of International Negotiations

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We were discussing about negotiating and what it basically is. Negotiating is a basic human activity and it can be used as an alternative option for wars and fights.

This was my first time in this course so the subject was a little unknown for me. I haven't fully understood what we are going to do in this course, but I believe that next lecture will open my mind.

In this lecture we made tiny groups where we had to combine some sentences to each other. At first it was hard, because after holidays it was hard to speak English again and talking to someone you don't know was kind of stressful.

But at the end of the lecture everything was great. We had a great conversation with Russian guys and we found some interesting differences between Finnish and Russian culture. Everything at your workplace is different in Finland than in Russia. Also behavior in supermarkets or customs is different and actually very difficult compared to each other.

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In this lecture we were talking about skills that makes you a successful negotiator. Some keys I found to be true at me were that I am a good listener, I am polite and open minded, my communication skills are good and I have a good cultural understanding. I found something that I need to develop in myself, and they were fast thinking and problem solving skills. I also have to develop my emotion controlling, because I cannot control myself when I'm sad.