CROSS CULTURAL COMMUNICATION AND

NEGOTIATION STYLE

American multinational corporation

World's leading PC manufacturer and has been since
2007

The HP Way

HP is on a journey to turn itself around and restore
growth
Trust and
respect for
individuals
Uncompromising
integrity
Achievement
and
contribution
Results
through
teamwork
Meaningful
innovation
"Customers have always been at the heart of
HP. one of the only companies, maybe the
only company, equally strong in devices,
infrastructure and services
CULTURE FOR
EMPLOYEES

The organizations self-sustaining patterns

Behaving, feeling, thinking, and believing in tying them
all together.

And the right set of capabilities to achieve successful
execution

Great talent

A focused innovation strategy

A winning overall business strategy

Deep customer insight
CULTURE FOR CUSTOMERS
TESTING HIGH-TECH assistive technology options enables
people with disabilities to actually use equipment and see
what may work for them. TDN has about a dozen
computers with screen readers for blind persons; screen
magnification for the visually impaired, voice recognition
devices; and computers for operation with eye movement,
brain waves or biofeedback.
EVERYONE EQUAL
HOW HP TAKE TREATS DISABLED
EMPLOYEES

They are outstanding problem-solvers

They make their workmates more alert
about thresholds, and more creative

They are a growing group of consumers
themselves
HOW HP CATERS DIFFERENT
CULTURES
Knowledge about the non-native person

Demographic knowledge

Cultural Knowledge

His/her areas of interest

Fluent usage of business jargons

HOW HP BUILDS TRUST

Engaging
people


Diversity
and
inclusion


Health and
safety


Rewards
and benefits


Building
careers

Whorf hypothesis, or Whorfianism

HP focuses on both High and Low context
language



ASIAN Arabic, Chinese

GERMAN
HOW HP DEALS WITH DIFFERENT
LANGUAGES
HP centers
Linked with the headquarter to
maintain policies and standards

Meaningful innovation
HP the technology company that
invents the useful and the significant

A Language Interface Pack (LIP) or
Multilingual User Interface Pack
(MUI)




NEGOTIATION
OF HP

Preparation


Intense research


Understanding problems

Understanding communication
and behavioral styles

Establishing relationships
and bargaining tactics

Resolves deadlocks and
impasses

Information gathering


Assign roles

GOALS AND
OBJECTIVES
BEFORE
NEGOTIATION
Price
Value for money
Delivery
Payment terms
Quality
Lifetime costs of a
product or service
BUILDING RELATIONSHIPS
Solutions
Benefits
Credibility
Samples
Targets
COMMUNICATION AND
PERSUASION


Transferring meanings from a sender to a receiver


Consider the differences in language and culture


Persuasion is one of the most important abilities that a business
manager has


Win-win agreement
HP AND PERSUASION
Use of communication skill

Identify needs

Research

Ask questions for clarification

Mutual agreement

Talk and clarify

Key points
1. Realize everyone's good intentions.
2. Resist the urge to solve the problem.
3. Encourage in-person conversations.
4. If you have to, take a side.
5. Evangelize your philosophy about conflict
A simple procedure for handling issues
1. Identify and define the problem
2. Analyze the problem
3. Identify problem solution
4. Select and implement the solution
5. Evaluation

Approaching Common grounds
1. There should be two way communication
2. Build around respect
3. Talk about mainly positive things
4. Willingness to be open on both sides
5. Make descriptions specific
6. Ask the speaker to elaborate on major points
7. Leave spaces
8. Nod your head from time to time to encourage the speaker


EXAMPLE OF HPS NEGOTIATION
An international company

Caters to the international market

Communicate through different languages

Negotiation style

Conflict resolution