INTERNATIONAL NEGOTIATIONS SHORT ANALYSIS OF THE LEWIS MODEL AND THE NATIONAL CULTURE, TRUST AND PERCEPTIONS ABOUT

ETHICAL BEHAVIOR IN INTRA- AND CROSS CULTURAL NEGOTIATIONS: AN ANALYSIS OF NAFTA COUNTRIES FILE

Carlos Eduardo Lpez Ypez

Professor James Keeley, PhD

July 13, 2013

Lewis model research 1) Identify and define each of the three cultural types according to Lewis. Multi-active: Multi-active persons, on the other hand, are the opposite of those. They are gregarious, emotional, and people-oriented, besides being inquisitive and virtually unpredictable when it comes to timetables. Individuals in this category do several things at once, often change plans, and generally dont mind pulling strings and seeking favors in order to get what they need. Multi-active people make use of unrestricted body language, and frequently interrupt others, which is usually frowned upon by the other groups. They confront with emotions and always have a ready excuse to explain their mistakes. Linear-active: Linear-active individuals are private, unemotional, and task-oriented. They mind their own business and plan everything ahead. They are slaves to their schedules and only like to do one thing at a time. The persons in this group might seem somewhat constrained, as they follow plans and procedures methodically, rarely interrupt, and use limited body language. Reactive: Reactive individuals are the third pole of the triad, and they combine characteristics of both groups in response to the environment. They are quiet and yet caring, respectful, people-oriented, and, possibly as a result, very good listeners. Their respectful attitude seems to extend itself throughout their personas, as they use very subtle body language, avoid confrontation, and never interrupt others. 2) Place Ecuador in the Lewis model and explain why you put it there. Ecuador could be placed within the multi active cultural type because usually an Ecuadorian person is extrovert and heavily unpunctual. They dont mind about seeking favors to get what they want and always will have an excuse to explain their mistakes or unpunctuality. 3) Define what is the cultural value? Cultural value affects the interests, priorities and the strategies that negotiators use. People often approach an exchange relationship based on their own values, and the level of trust they place in an exchange partner is likely to increase if they find value congruence with that partner. In the case of Ecuador for instance: Ecuadorians prefer stores where things get good, nice and cheap. In business terms, the Ecuadorians generally promises a lot but fulfill a few.

4) Define a first impression. (Give example) The term applied to the initial impression we have of another person when we meet them for the first time. It contains positive and negative impressions and a sense of physical and psychological features. For instance in Ecuador, if a person who is badly dressed and speaks to another, the second person will be afraid and will walk away because beforehand it would think that the other person is dangerous. 5) What is a negotiating tactic and list all 5 of them. Negotiation tactics are the detailed methods employed by negotiators to gain an advantage over other parties. Tactics are often deceptive and manipulative and are used to fulfill one party's goals and objectives - often to the detriment of the other negotiation parties. This makes most tactics in use today 'win-lose' by nature (The Negotiation Experts) The negotiation tactics defined within the research are: Bluffing: The negotiator mention its intention to perform act but not to follow it. Misrepresentation of Position to an Opponent: The negotiator will look for a better outcome Traditional Competitive Bargaining : it is made an opening demand in order to negotiate a satisfactory settlement Attacking the Opponents Network: The negotiator will look to catch people from its opponent network Inappropriate Information Gathering: The negotiator will look to obtain a classified information of the opponent to have an advantage

6) Discuss trust as a negotiation issue. The trust is a belief, confidence, sentiment, or expectation about an of exchange partners intentionality and behavior. It is also defined as the determinant of nature of the relationship between or among exchange partners. In other words the trust is considered as the mutual confidence that no party to exchange will exploit anothers vulnerabilities. According to the document, the trust doesnt have to develop trust when their exchange relationship is almost totally structured and there is no risk of vulnerability. In terms of business negotiations; the trust is really important because it is involved in every negotiation especially in those with people that we are first time knowing.

According to the degree of trust that exists in every human exchange relationship, reduce or increase the likelihood that the other party will act opportunistically and would raises the expectation of a behavior ethically justified in a possible economic exchange. The article also mentions that the building of trust is useful against of dishonest behaviors because it will eliminate the will of manipulating the negotiations according to personal interests of the involved parties. Therefore it is negatively correlated to any negotiation tactics that looks to gain advantage from the other involved party.