Skills development at an International Negotiation Festival
On April 23th, 88 students, managers and professors from several parts of the world developed and discussed their negotiation skills. It was a truly global event: Europeans (from the Netherlands, Germany, Spain, France, Italy, Scotland, and Eastern Europe) collaborated in virtual teams with Asians (Indonesian, Japanese) and Americans.
In my keynote, I summarized some results of our negotiation research concerning negotiation performance. Can people can predict their negotiation performance? What is the influence of personality and culture upon negotiation performance in distributive (“win-lose”) and integrative (“win-win”) negotiations?
The SVI (subjective Value Indicator), which measures expectations of negotiation outcome and relationships, is a highly significant predictor of negotiation performance. In impact of personal traits on the SVI varies per country. It is important to know your personal strength & weaknesses, establish trust and relationships when negotiating. Sometimes task conflicts can increase team performance (“creative friction”), while relationship conflicts mostly reduce team output.
In serious games, we train our students to identify the BATNAs (Best Alternative to Negotiated Agreement =No-Deal Option) of negotiators, to become more aware of non- verbal communication aspects, ethical, and cross-cultural aspects. Although preparation is important, one should be flexible at the same time to modify perceptions, provide alternatives, and be creative. Considering the other’s view point increases your own negotiation benefit!
Michiel de Hair, open innovation hub manager Fujifilm, and Matthias Hausman, manager chemistry & environment of CEWE, highlighted their cross-cultural negotiation experiences. Will Baber, associate professor of the graduate school of Management of Kyoto University and negotiation expert, reflected upon these.
During an alliance game, the participants exercised the selection process of international business partners. In speed dates, they negotiated crucial collaboration aspects with potential foreign partners based in Scandinavia and Hong Kong.
Using an alliance scan, the teams selected and pitched their choice for a business partner.
Ultimately, we discussed success & failure factors of starting a business alliance. In the two videoclips below, you can find some conclusions of the business partners.
I would like to thank the contributors in alphabetical order: Allard van der Slikke (NL), Anne Seela (Ger), Bagus Panuntun (Ind), David Moffat (UK), Giulia Viero (IT), James Small (UK), Joakim Wren (Swe), Ko Momotani (JPN), Martian Slagter (NL), Matthias Hausman (Ger), Michiel de Hair (NL) , Rogier de Jong (NL), Sandra Prent (NL), Will Baber (USA) and Yuko Yahashi (JPN).