Negotiating with Americans
Americans bring to the negotiation process a unique perspective about themselves, and about those with whom they negotiate. American values and culture is as unique as Chinese, Japanese, and European cultures. All these factors impact upon the way that Americans negotiate, and the way they communicate in their negotiations.
Americans want to “get down to business”. They are quick to communicate their “position” and to set their “bottom line”.
There is more to negotiating with an American than simply stating what you want, and listening to what the American party wants. There are aspects of American behaviour, values and communication style that we should understand, and even anticipate, so that we can effectively negotiate with Americans to get the outcomes that we need.
There are strategies that Americans will customarily employ in a negotiation that we should be alert to, so that we can recognise them, and effectively deal with them. There are strategies that we can choose to employ when negotiating with Americans that will help us secure what we need in the negotiation.
Simply, there are ways to negotiate with Americans that are different to the way we would negotiate with anyone else.
This course is about learning those things about negotiating with Americans that we need to know, to be able to effectively negotiate with them, and to obtain from the negotiation the outcomes that we need.
Detail
| Date: | |
| Duration: |
1, day(s) 9:00AM - 5:00PM |
| Fee: | $540.00 |
| Venue: | 51 Anson Road, #03-53 Anson Centre Singapore 079904
|
Fees are subjected to prevailing GST of 7%
For more information, please contact JobsDB Learning at 65788111 or email to learning@jobsdb.com.sg
Payment must be made before the commencement of the workshop. No cancellation is allowed 7 days prior to workshop.
Outline
American Culture and How It Impacts On a Negotiation
Understanding aspects of American culture and how it influences American negotiation behaviour,
including: individualism, egalitarianism, ranking of relationship building, deal focus, focus on “winning”, time
consciousness. American culture in a historical context. How understanding American culture helps us
negotiate with Americans.
Profile of the American Negotiator
Attributes and perspectives of the American negotiator, including: focus on business, focus on the legal
relationship, focus on the legal contract, communication directness, demeanour, confidence, perspective
on the US as a business partner. How understanding these attributes and perspectives helps us negotiate
with Americans.
How Americans Negotiate Positions and Strategies to Respond to Position Setting
Generally, Americans advocate positions in a negotiation, being the pathway to meeting their own needs,
and without necessarily having the needs and interests of the other party in their focus. We examine
strategies to help make Americans consider options to achieving the needs of both parties, strategies to
make Americans negotiate with more flexibility, strategies that help us make Americans consider our own
needs, and strategies that will help us persuade Americans to formulate proposals responsive to our
needs.
How Americans Negotiate Money Terms and How to Respond Effectively
“Fixed pie” strategies employed by Americans when negotiating money terms and how to respond to them:
Anchoring. Opening Offers. Rate of Concessions etc. Understanding these “fixed pie” strategies so as not
to succumb to them. Strategies to shift the negotiation to a “pie expanding” perspective for the mutual
benefit of both parties.
American Negotiation Habits and Strategies to Deal with Them
Some habits of American negotiators: negotiating from a legal agreement, negotiating electronically, saying
“No”, expressing “the bottom line”. American extrovertism in a negotiation and using it to advantage, etc.
Other negotiation habits. Understanding these negotiation habits, and how to respond to them, or to use
them to advantage.
American Negotiation Strategies and Effecting Countering Them
American negotiation strategies and how to deal with them, including: when they seek early concessions,
when they impose ultimatums and deadlines, when they make their “final offer”, when they “drive” the
negotiation, when they negotiate sequentially, when they “nibble” concessions, when they change their
negotiator, “good cop / bad cop”, seeking ranges, “lowball”, “high ball” etc.
American Laws that Negotiators Need to Know
Some specific American laws that impact upon negotiations with Americans that other parties should be
aware of, including: options to negotiate, rights of first refusal, governing law, dispute resolution.
American business etiquette
A short primer on American business etiquette.
Facilitators
Philip Mendes has been negotiating with Americans for over 20 years. In that time he has experienced
American negotiation behaviour, American negotiation perspectives and strategies, and the uniquely
American approach to negotiating.
Philip’s negotiation experience with Americans has been in trade transactions and intellectual property
transactions in the following industry sectors: pharmaceutical, information technology, defence
technologies, medical devices, new products, manufacturing, education, engineering, etc.
He has negotiated with American multinational companies, large and small American companies, as well
as US Federal and State Governments.
In this course Philip shares his experiences and insights into negotiating with Americans, but more
importantly, he shares his experiences of effectively dealing with American negotiation behaviour and
strategies.
Philip is a practicing lawyer, and an Adjunct Professor of Law at the Queensland University of Technology.
He has presented negotiation workshops in the United States, Switzerland, Australia, New Zealand,
Singapore, Malaysia, and Thailand.
He has been described as an engaging public speaker that motivates and skills up his audience.
Objectives
· Improve your ability to negotiate with Americans
· Expand your negotiation toolbox to more effectively deal with Americans
· Recognise American negotiation behaviour and strategies
· Know how to deal with American negotiation behaviour and strategies
· Have greater confidence in your negotiations with Americans
· Achieve better outcomes in your negotiations with Americans