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Intercultural Negotiation

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Intercultural Negotiation
International Marketing &
Negotiation
Intercultural Negotiation

Professor Fathi TLATLI, President Global Customer Solutions & Innovation, DHL
Professor Manoëlla WILBAUT, Global Commercial Developments Director, DHL

ICHEC, Year 2012 - 2013

Topics on the agenda
I.

Key principles to respect during the whole negotiation process

II.

The negotiation phases – prepare, start, conduct, conclude and follow up with international negotiation examples

Intercultural Marketing & Negotiation / ICHEC / Manoëlla WILBAUT & Fathi TLATLI / 2012-2013

2

1

Part I: Key principles to respect during the whole negotiation process
1.

Play with the negotiation style

2.

Keep power balance favorable to you

3.

Manage the negotiation climate

4.

Manage the negotiation phases

5.

Stay in the negotiation area

6.

Adapt the language

7.

Listening & Questioning
3

Intercultural Marketing & Negotiation / ICHEC / Manoëlla WILBAUT & Fathi TLATLI / 2012-2013

Evaluate your negotiation style
RED

COMPETITIVE

10 9 8 7 6 5 4 3 2 1

COLLABORATIVE

BLUE

1 2 3 4 5 6 7 8 9 10

Negotiation style spectrum

Result oriented negotiator Data oriented negotiator Intercultural Marketing & Negotiation / ICHEC / Manoëlla WILBAUT & Fathi TLATLI / 2012-2013

Relationship oriented negotiator

4

2

Part I: Key principles to respect during the whole negotiation process
1.

Play with the negotiation style

2.

Keep power balance favorable to you

3.

Manage the negotiation climate

4.

Manage the negotiation phases

5.

Stay in the negotiation area

6.

Adapt the language

7.

Listening & Questioning

Intercultural Marketing & Negotiation / ICHEC / Manoëlla WILBAUT & Fathi TLATLI / 2012-2013

5

Keep power balance favorable to you
Power concept is subjective
Distinguish the content of power (real power) from the process of power (power perception)

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