This is Team C´s work in Global Negotiations II (Dr. E. Borris) about the conflict between Russia and Ukraine.
Crimea, center stage of the conflict
Gas to heat Europe
Crisis 2012
Sanctions to Ukraine
Barricades in Kiev
Reviving the Soviet Unión collapse
Negotiating Style of Ukraine, Russia, Germany, France and United States.
Team C:
David Altmayer
Steven Bay
Matt Daniels
Rosa M. Panadero M.
Cindy Posey
3. Two options
• Russian-directed Eurasian Customs
Union (ECU)
• Yanukovych moved toward an
agreement with the Russian-directed
Eurasian Customs Union (ECU), which
includes Russia, Belarus, and
Kazakhstan at present.
• EU membership on
the horizon
• President
Yanukovych's decided
to back away from
establishing a free
trade and further
political cooperation
between Ukraine and
the EU,
19. Germany’s Negotiating
Style
• Prepare negotiations very well
• Planned timelines and rules of communication:
listening, no interruptions
• Respect the agenda
• Authenticity is important: “No, I can´t” is true.
• Compromise in negotiations
• Conflicts are handled openly and directly
• Arguments and facts on the table, no emotions
• Separate personal issues
20. German Techniques
• Negotiation = achieving a goal
• Build trust and relationship after the
successful completion of initial agreements.
• Conservative approach: avoid risks
• Reputation of being “over-insured”: Risk is
highly calculated to be as secured as possible,
no unexpected problems later
• Go back to check and double check items
22. France’s Negotiating Style
• Dominant orientation, distance between the parties
• Suspicious of early familiarity
• Hierarchy is highly valued but tone is cordial
• Unroll the program at the beginning and discuss in a
sequential manner
• Risk averse: do not make a decision until reviewed and
understood all possible consequences.
• Decision by high ranks
• Rely on written communications, in French if possible
23. France's Techniques
• Trust and relationship facilitate negotiations
• Being oriented and indirect communication
• Reluctance to manage conflict openly because
they’re concerned about the relationship
• Expressive orientation: emotional outburst
may help clear the air, but also used as a
tactic
• Tend to hold on to traditions
26. United States’ Negotiating Style
• Straightforward and direct fashion
• Conflicts are discussed openly
• Win win perspective
• Make decisions rather than research
(“Analysis paralysis”)
27. United States’ Technique
• Risk takers and fast decision makers
• One member making friends with the other side
while other team member negotiates aggressively
• Use humor to create a pleasant environment
• Despite a “No”, there is still room for agreement
• “We can agree to disagree”, to debate in a cordial
manner
29. Ukraine’s Negotiating Style
• Distributive and contingency bargaining
• Competitive and adversarial, but less than Russia
• Focus on the near-term benefit
• Zero-sum game
• Slow down to exert time pressure
• Concessions never come easily
• Attempt to make the other feel guilty
• Grimance
• Introduce distractions
• Do not consider serious commitments
• CORRUPTION AND BRIBERY ARE COMMON and ILLEGAL
33. Russia’s Negotiating Style
• Patient
• Persistent
• Stubborn
• Very difficult to obtain concessions from them
• Make minor concessions while asking for
major returns
• Compromise is seen as a sign of weakness
• Deceptive techniques
34. Russia’s Deceptive Techniques
• Tell lies
• Send fake non-verbal messages
• Pretending to be disinterested in the whole deal
or in single concessions
• Misrepresent value
• Make false demands and concessions
• Play stupid or attempt to mislead the other
• “Good cop, bad cop”
• Claim “Limited Authority” to state they need
approval but it is not true