In the next stage, exchanging task-related information, each side typically makes a presentation and states its position; a question-and-answer session usually ensues, and alternatives are discussed. From an American perspective, this represents a straightforward, objective, efficient, and understandable stage. However, Copeland and Griggs point out that negotiators from other countries continue to take a more indirect approach at this stage. Mexican negotiators are usually suspicious and indirect, presenting little substantive material and more lengthy, evasive conversation. French negotiators enjoy debate and conflict and will often interrupt presentations to argue about an issue even if it has little relevance to the topic being presented. The Chinese also ask many questions of their counterparts, and they delve specifically and repeatedly into the details at hand; conversely, the Chinese presentations contain only vague and ambiguous material. For instance, after about twenty Boeing officials spent six weeks presenting masses of literature and technical demonstrations to the Chinese, the Chinese said, Thank you for your introduction.
The Russians also enter negotiations well prepared and well versed in the specific details of the matter being presented. To answer their (or any other side's) questions, it is generally a good idea to bring along someone with expertise to answer any grueling technical inquiries. Russians also put a lot of emphasis on protocol and expect to deal only with top executives.
Adler suggests that negotiators should focus not only on presenting their situation and needs but also on showing an understanding of their opponents' viewpoint. Focusing on the entire situation confronting each party encourages the negotiators to assess a wider range of alternatives for resolution, rather than limiting themselves to their preconceived, static positions. She suggests that to be most effective, negotiators should prepare for meetings by practicing role reversal..
Stage Three: Exchanging Task-Related Information : Economic article from Global Management Catagory Stage Three: Exchanging Task-Related Information
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