Final Task: Reading and Planning a Negotiation by https://padlet.com/gabrielle_smith4/ww9hwo77tgcu9g1j Fh Burgenland: Advanced Business English and Negotiation en-us 2020-04-17 13:19:48 UTC 2024-02-24 17:23:39 UTC hello@padlet.com gabrielle_smith4 https://padlet.com/gabrielle_smith4/ww9hwo77tgcu9g1j/wish/512845337 2020-04-17 13:29:52 UTC https://padlet.com/gabrielle_smith4/ww9hwo77tgcu9g1j/wish/512845337 Directions: 1) 30 minutes reading on your own and taking notes - you will need the information later for your negotiation strategy as a team. (you can optionally listen to the Reading Concentration music while you read). gabrielle_smith4 https://padlet.com/gabrielle_smith4/ww9hwo77tgcu9g1j/wish/512850609 2) All students complete Reading Task 1 - make sure to take notes because you will need this information later.

3) Reading Task 2 I am assigning different students (one from each team) to read different sections and report back to the rest of the class on what you've read. Outline the most important information you find. Find your name under the Section Title in the columns on the right) to know which section to read. And write down the most important points from your section under your column.

4) When you are done reading and sharing the information.  You can call your negotiation team for a private call on Whatsapp (see above who is on your team and which country you are from). And scroll right to the NEGOTIATION TASK on this padlet in order to find out the situation and make a negotiation strategy before you negotiate.


If you have any questions, call or text me on our Whatsapp group.


 




]]> 2020-04-17 13:32:18 UTC https://padlet.com/gabrielle_smith4/ww9hwo77tgcu9g1j/wish/512850609 New Age Spritual Outer space, Study Alpha Waves gabrielle_smith4 https://padlet.com/gabrielle_smith4/ww9hwo77tgcu9g1j/wish/512870062 2020-04-17 13:40:49 UTC https://padlet.com/gabrielle_smith4/ww9hwo77tgcu9g1j/wish/512870062 Baroque Guitar gabrielle_smith4 https://padlet.com/gabrielle_smith4/ww9hwo77tgcu9g1j/wish/512873276 2020-04-17 13:42:19 UTC https://padlet.com/gabrielle_smith4/ww9hwo77tgcu9g1j/wish/512873276 Binaural beats Tongue Drum gabrielle_smith4 https://padlet.com/gabrielle_smith4/ww9hwo77tgcu9g1j/wish/512880699 2020-04-17 13:45:35 UTC https://padlet.com/gabrielle_smith4/ww9hwo77tgcu9g1j/wish/512880699 The Austrian teams are a company that produces face masks. They sell packages of 50 face masks for 45 Euro. gabrielle_smith4 https://padlet.com/gabrielle_smith4/ww9hwo77tgcu9g1j/wish/513582642 The Chinese and Russian teams represent govt organizations that need 10,000 masks immediately, and plan to order more for the future. They already ordered and paid for 10,000 masks. 
5,000 masks have already arrived, the fit the specifications of the order, but they are faulty.

The Austrian company is a small startup and if they give away too many masks, they will have to lay off half their employees.  They need all the income they can get right now.]]> 2020-04-17 19:18:03 UTC https://padlet.com/gabrielle_smith4/ww9hwo77tgcu9g1j/wish/513582642 How to Overcome Cultural Barriers in Negotiation gabrielle_smith4 https://padlet.com/gabrielle_smith4/ww9hwo77tgcu9g1j/wish/514220501 Harvard Law School, 2020]]> 2020-04-18 11:29:34 UTC https://padlet.com/gabrielle_smith4/ww9hwo77tgcu9g1j/wish/514220501 Florian/Strazti/ Leisa gabrielle_smith4 https://padlet.com/gabrielle_smith4/ww9hwo77tgcu9g1j/wish/514222786 2020-04-18 11:32:46 UTC https://padlet.com/gabrielle_smith4/ww9hwo77tgcu9g1j/wish/514222786 Dory/Anita/Bea gabrielle_smith4 https://padlet.com/gabrielle_smith4/ww9hwo77tgcu9g1j/wish/514222976 2020-04-18 11:33:02 UTC https://padlet.com/gabrielle_smith4/ww9hwo77tgcu9g1j/wish/514222976 Stephanie, Andreas, Fritz, Roland gabrielle_smith4 https://padlet.com/gabrielle_smith4/ww9hwo77tgcu9g1j/wish/514223154 2020-04-18 11:33:18 UTC https://padlet.com/gabrielle_smith4/ww9hwo77tgcu9g1j/wish/514223154 Gianina/ Bojana gabrielle_smith4 https://padlet.com/gabrielle_smith4/ww9hwo77tgcu9g1j/wish/514223366 2020-04-18 11:33:38 UTC https://padlet.com/gabrielle_smith4/ww9hwo77tgcu9g1j/wish/514223366 Christoph, Laura gabrielle_smith4 https://padlet.com/gabrielle_smith4/ww9hwo77tgcu9g1j/wish/514223522 2020-04-18 11:33:49 UTC https://padlet.com/gabrielle_smith4/ww9hwo77tgcu9g1j/wish/514223522 Florian/Anita/Stephanie (Chinese) Statzi/Bea/Roland (Austrian) gabrielle_smith4 https://padlet.com/gabrielle_smith4/ww9hwo77tgcu9g1j/wish/514224152 Fritz will be monitoring and giving feedback to these teams.

]]> 2020-04-18 11:34:38 UTC https://padlet.com/gabrielle_smith4/ww9hwo77tgcu9g1j/wish/514224152 Leisa/Gianina/Laura (Russian) Dory/Andreas/Bojana (Austrian) gabrielle_smith4 https://padlet.com/gabrielle_smith4/ww9hwo77tgcu9g1j/wish/514224579 2020-04-18 11:35:16 UTC https://padlet.com/gabrielle_smith4/ww9hwo77tgcu9g1j/wish/514224579 TEAMS: gabrielle_smith4 https://padlet.com/gabrielle_smith4/ww9hwo77tgcu9g1j/wish/514228339 CHINA: Florian/Anita/Stephanie
Austria 1: Stratzi/ Bea/Roland

Russia: Leisa/Gianina/Laura
Austria 2: Dory/Andreas/Bojana

Fritz and Christoph aren't on teams, but will read the comments/strategies of the other teams and comment whether they think the teams could improve their strategy. Fritz (will read TEAMS 1), Christoph (TEAMS 2).]]> 2020-04-18 11:40:49 UTC https://padlet.com/gabrielle_smith4/ww9hwo77tgcu9g1j/wish/514228339 Read the "Situation" on the right column. Each team create a strategy how you will deal with negotiating with the other team. What do you want? How can you give/get it? What form of communication will you use(email/personal visit/video conferencing/ phone calls)? What do you need to be aware about the culture of the other team. Below each team write down 5 strategies/approaches/or points that you need to be aware of when negotiating with your team. gabrielle_smith4 https://padlet.com/gabrielle_smith4/ww9hwo77tgcu9g1j/wish/514247051 2020-04-18 12:05:16 UTC https://padlet.com/gabrielle_smith4/ww9hwo77tgcu9g1j/wish/514247051 Read the "Situation" on the right column. Each team create a strategy how you will deal with negotiating with the other team. What do you want? How can you give/get it? What form of communication will you use(email/personal visit/video conferencing/ phone calls)? What do you need to be aware about the culture of the other team. Below each team write down 5 strategies/approaches/or points that you need to be aware of when negotiating with your team. gabrielle_smith4 https://padlet.com/gabrielle_smith4/ww9hwo77tgcu9g1j/wish/514249031 2020-04-18 12:07:50 UTC https://padlet.com/gabrielle_smith4/ww9hwo77tgcu9g1j/wish/514249031 Introducing our Final Task: Reading and Negotiation Strategy gabrielle_smith4 https://padlet.com/gabrielle_smith4/ww9hwo77tgcu9g1j/wish/514253442 2020-04-18 12:13:05 UTC https://padlet.com/gabrielle_smith4/ww9hwo77tgcu9g1j/wish/514253442 Fritz https://padlet.com/gabrielle_smith4/ww9hwo77tgcu9g1j/wish/514337868 I love that simple rules given in the article. I guess that is a common sense if you want to work with business partners in other countries.
1. Do your homework -- prepare yourself and 
2. Respect all other cultures
With this small rules you will be successful in working with foreign partners.

]]> 2020-04-18 13:48:31 UTC https://padlet.com/gabrielle_smith4/ww9hwo77tgcu9g1j/wish/514337868 Gianina: https://padlet.com/gabrielle_smith4/ww9hwo77tgcu9g1j/wish/514339850 This shows that the lack of intercultural competence, especially in politics, can cost the lives of thousands of people. 

]]> 2020-04-18 13:50:42 UTC https://padlet.com/gabrielle_smith4/ww9hwo77tgcu9g1j/wish/514339850 Roland https://padlet.com/gabrielle_smith4/ww9hwo77tgcu9g1j/wish/514340985 The most crucial aspect of successful negotiations is careful preparation and research about your business partner's culture and culture related behavioural differences.
You also have to accept that values that have been deeply ingrained in you through your uppringing and surrounding may not be shared accross the globe.
Be openminded about your partners customs and try to see them from a different angle.]]> 2020-04-18 13:51:58 UTC https://padlet.com/gabrielle_smith4/ww9hwo77tgcu9g1j/wish/514340985 Liesa https://padlet.com/gabrielle_smith4/ww9hwo77tgcu9g1j/wish/514341467 .."Cultural differences were not the main reason the Daimler-Chrysler merger proved disastrous. Differing goals and reputations, decisions Chrysler made that predated the merger, and cost savings that failed to materialize played a larger role." 

"..But the culture clash unquestionably got the partnership off to a rocky start. Different norms and styles made the transition difficult.." 

- From the examples above you can clearly see that there are cultural differences. The different stereotypes.
When two business partners from different countries are discussing, it is always important to adapt to the culture in advance or to take a closer look at its culture. You have to think about it beforehand, can we become a business partner? How do we split the tour? How do we run? How formal or how relaxed do we see our company?]]> 2020-04-18 13:52:17 UTC https://padlet.com/gabrielle_smith4/ww9hwo77tgcu9g1j/wish/514341467 Gianina: https://padlet.com/gabrielle_smith4/ww9hwo77tgcu9g1j/wish/514343715 Interesting how differently some nations act and also why. Dealing with trust is also a big issue. This is not mentioned in the article but I once read that Austrians trust very quickly and Russians are rather sceptical. 

]]> 2020-04-18 13:54:36 UTC https://padlet.com/gabrielle_smith4/ww9hwo77tgcu9g1j/wish/514343715 Stratzimir stratzimir https://padlet.com/gabrielle_smith4/ww9hwo77tgcu9g1j/wish/514346426 "An overreliance on stereotypes will keep you from noticing important nuances in the other side’s negotiating strategy."
I think that this is a very important point. It is very important to have an open mind when approaching people from different cultures. This will help you to avoid unwelcome surprises.
" Though some people are more naturally culturally intelligent than others, you can develop your cultural intelligence quotient". This part is also very true. To some degree, everybody should be able to develope their skills and improve their negotiation skills that way.
But in my opinion, the last part of this chapter is the most important one. Building a long-term relationship and negotiating in a way that is focused on achieving this goal is the best way to build a healthy and long lasting cooperation.]]> 2020-04-18 13:57:31 UTC https://padlet.com/gabrielle_smith4/ww9hwo77tgcu9g1j/wish/514346426 Stefanie https://padlet.com/gabrielle_smith4/ww9hwo77tgcu9g1j/wish/514346869 I found this example interesting: if one of your Japanese supplier answers of your proposal, “That’s difficult,” you might assume that the door is still open to renegotiate. In fact, they can also mean no second chance, because Japanese people come from a culture that avoids confrontation.

This simple rules for coping with different cultures could be helpful:
-Inform yourself about the culture of the other person before you deal with them
-Show respect for cultural differences
-Find ways to bridge the culture gap


]]> 2020-04-18 13:57:55 UTC https://padlet.com/gabrielle_smith4/ww9hwo77tgcu9g1j/wish/514346869 Liesa, https://padlet.com/gabrielle_smith4/ww9hwo77tgcu9g1j/wish/514349403
Dear Gabi, as you wrote your comment, I added something else. :) Thank you so much :D 

]]> 2020-04-18 14:00:00 UTC https://padlet.com/gabrielle_smith4/ww9hwo77tgcu9g1j/wish/514349403 Bea https://padlet.com/gabrielle_smith4/ww9hwo77tgcu9g1j/wish/514351336 “It’s great because it’s mine”:
The endowment effect across cultures
Simply owning an object causes us to value it more than if we did not own it. This phenomenon, know as the endowment effect, can create trouble for sellers in negotiations. 


The endowment effect is so robust it has even been found in young children and chimpanzees.


in France and his colleagues discovered that the endowment effect was stronger among self-described white and European Americans than among Asians and East Asians. 

Western cultures tend to value independence and the self more highly than Eastern cultures do. By contrast, Eastern cultures tend to place more value on interdependence and to be associated with self-criticism.

Maddux and his team theorize that a lower susceptibility to the endowment effect could explain why East Asian consumers tend to be faster to adopt new technologies (and abandon old ones) than Western consumers. Overall, the study provides evidence that cultural differences affect the strength of the biases we bring to our negotiations, including the endowment effect.]]> 2020-04-18 14:02:01 UTC https://padlet.com/gabrielle_smith4/ww9hwo77tgcu9g1j/wish/514351336 Team 2 - Austria (Andreas, Dory, Bojana) https://padlet.com/gabrielle_smith4/ww9hwo77tgcu9g1j/wish/514351571 In a first step, we would like to prepare essential aspects depending on the Russian company e.g. environment, location and region in Russia. Moreover, we would collect specification of their culture and negotiation style. 

Communication: 
Due to the fact, that the Austrian partner is a start up the best solution for negotiations is personally with the Russian business partners, also because of our weaker negotiating position. 

As we already know, the Russian business clerks have got a different power distance as in Austria. They would see the Austrian partner as a stable partner but will feel superior during the negotiation. We would like to present our company in a professional way but have to get used to the circumstances in negotiation with our counterpart. 
 

Cultural aspects:
The Austrian partner has to behave professionally and take short talks before the meetings is going to be started. Another aspect to mention is that we should keep eye contact during the negation process and try to respond to questions or arguments with self-confidence. It is essential that the Austrian company travels to the co-operation partner to show interest in their culture and build up relationships. We would like to win their trust by participating in afterwork meals. One of our advantages is that Russian people prefer Austrian products due to the high quality. 


Current situation and wishes for the future:
The Austrian company could grant the Russian business partners two possible options. The 5000 faulty face masks can be kept on their own with a discount of 20 per cent or we reproduce them again for the original price. 
 Due to our fault, the Russian business partner will receive 20 per cent for the outstanding 5000 face masks. 


We apologize for the inconvenience and hope that you are satisfied with our fair offer and look forward to new orders. 

]]> 2020-04-18 14:02:18 UTC https://padlet.com/gabrielle_smith4/ww9hwo77tgcu9g1j/wish/514351571 https://padlet.com/gabrielle_smith4/ww9hwo77tgcu9g1j/wish/514353405 Anita 

The endowment effect across cultures is,simply owning an object causes us to value it more than if we did not own it.
This phenomenon, know as the endowment effect, can create trouble for sellers
in negotiations. 
The endowment effect is so robust it has even been found in young children
and chimpanzees.
In a 2010 study, William W. Maddux of the INSEAD business school
in France and his colleagues discovered that the endowment effect was stronger
among self-described white and European Americans than among Asians and
East Asians. Specifically, the Westerners set significantly higher selling prices for
the mug or box of chocolates they had just been given than the Easterners did.]]> 2020-04-18 14:04:09 UTC https://padlet.com/gabrielle_smith4/ww9hwo77tgcu9g1j/wish/514353405 Fritz https://padlet.com/gabrielle_smith4/ww9hwo77tgcu9g1j/wish/514353474 Hey teams, whats happen?

]]> 2020-04-18 14:04:12 UTC https://padlet.com/gabrielle_smith4/ww9hwo77tgcu9g1j/wish/514353474 Christoph https://padlet.com/gabrielle_smith4/ww9hwo77tgcu9g1j/wish/514353515 It is very interesting that a simple apology can be seen differently in various countries (I didn't knew about this in Detail). In the article Japan and USA are considered and it is shown that both countries have other expectations when apologising. 
In the United States, apologies generally encompass an Admission of personal responsibility and an Expression of regret. 
In Japan an apology simply involves recognition of a burden suffered by someone else. They see an apology as a General Expression of remorse rather than as a means of assigning blame. When you apologize in an individualistic Country like Japan, you must balance the legal and reputational risks.]]> 2020-04-18 14:04:15 UTC https://padlet.com/gabrielle_smith4/ww9hwo77tgcu9g1j/wish/514353515 Bojana: https://padlet.com/gabrielle_smith4/ww9hwo77tgcu9g1j/wish/514354317 I really think it's Putin's perspective on the West. The man won't let the West dictate anything.As a world power, they play in the league of the top.In particular, Putin will not be influenced by America. The past naturally plays a role here. Nowadays the Russians have created their position and often feel superior.In the past, under Jelzin, Russia almost went bankrupt despite the fact that it has many raw material deposits. They have reformed everything again and  now you can not easily change their plans.That is exactly what needs to be considered.

]]> 2020-04-18 14:05:07 UTC https://padlet.com/gabrielle_smith4/ww9hwo77tgcu9g1j/wish/514354317 Dory dorotyla95 https://padlet.com/gabrielle_smith4/ww9hwo77tgcu9g1j/wish/514355676 We have to be aware of that cultural differences affect the strength of the biases we bring to our negotiations, including the endowment effect – that we always value something that we own much more than something that we don’t own (and in case of the culture, maybe don’t understand).]]> 2020-04-18 14:06:34 UTC https://padlet.com/gabrielle_smith4/ww9hwo77tgcu9g1j/wish/514355676 Andreas https://padlet.com/gabrielle_smith4/ww9hwo77tgcu9g1j/wish/514356462 I read the pages with great interest, because we mentioned some points in our presentation too. Escpecially if we take a look on the phrases like "that's difficult" - some cultures think in a circular way and other's want to finish the co-operation with a contract. Moreover, special behavioral rules for every culture should be followed by negotiators. In my opinion, the rules could help a lot to establish fair and long-term partnerships with business partners in other countries. I would like to outline that detailed preparation is everything in cross-cultural context. ]]> 2020-04-18 14:07:18 UTC https://padlet.com/gabrielle_smith4/ww9hwo77tgcu9g1j/wish/514356462 Excellent explanations Bea and Anita and Dory! gabrielle_smith4 https://padlet.com/gabrielle_smith4/ww9hwo77tgcu9g1j/wish/514361481 2020-04-18 14:12:47 UTC https://padlet.com/gabrielle_smith4/ww9hwo77tgcu9g1j/wish/514361481 Team (Austria - Stratzi, Bea, Roland): https://padlet.com/gabrielle_smith4/ww9hwo77tgcu9g1j/wish/514362574 In China it is important to build a longterm relationship: We sincerely apologize for not being able to deliver in the proper quality but we cannot afford to refund all 5000 masks. We would like to establish a longterm relationship and offer a discount for future deliveries.
We would negotiate through the means of telecommunication because it is more personal than conversing through email.]]> 2020-04-18 14:13:48 UTC https://padlet.com/gabrielle_smith4/ww9hwo77tgcu9g1j/wish/514362574 Team Anita Steffi Florian https://padlet.com/gabrielle_smith4/ww9hwo77tgcu9g1j/wish/514363962
First of all as Chinese company we would do a detailed research on the Austrian culture. We would collect our information based on the Hofstede model. Due to the fact that chinese companies are normally long term oriented and have high power distance we would adjust our strategy to the Austrian culture. In Austria there is low power distance and they are intermediate when it comes to long term orientation. Therefore we would try to work out contracts for 3-5 years to offer the Austrian company a good midterm contract that will satisfy them. For the first delivery we would have video chats with the austrian company because the distance is very large and direct contact won´t pay off due to the high costs. For future business we would like to meet our Austrian counterparts directly to negotiate further business.]]> 2020-04-18 14:14:58 UTC https://padlet.com/gabrielle_smith4/ww9hwo77tgcu9g1j/wish/514363962 Russia (Liesa, Laura, Gianina) https://padlet.com/gabrielle_smith4/ww9hwo77tgcu9g1j/wish/514371966
The russian representatives would targeting a personal meeting with all parties, maybe invite them to Russia or if there is no possibility for a personal meeting, a video conference (face-to-face) woul be desirable.

Tools:   Before we start negotiations, we should choose the communication tool well. We should be very familiar with the program so that we are not considered unprofessional.

Strategy:
We will try to cooperate properly so that both sides are satisfied.

Solution:
We would like to accept the offer with 15% discount and will send the remaining order as soon as possible and looking forward for future business, because we accept apologizes and mistakes without breaking relationship.


]]> 2020-04-18 14:22:55 UTC https://padlet.com/gabrielle_smith4/ww9hwo77tgcu9g1j/wish/514371966 Fritz https://padlet.com/gabrielle_smith4/ww9hwo77tgcu9g1j/wish/514378380 In addition to my comments  to the groups.
The Austrians should stay cool (When engaging in business negotiations with the Chinese, it is always important to control your emotions.).
But it is important to explain the situation that we get in troubles.                                          To say the truth is helpful in working with chinese partners.
Consider the guanxi principle: Build relationships with your counterparts in a respectful way. this helps to solve the problems.

]]> 2020-04-18 14:29:30 UTC https://padlet.com/gabrielle_smith4/ww9hwo77tgcu9g1j/wish/514378380