Team Member
Roles
Roles
This person is the "secretary" of the team who writes down everything that is agreed upon.
Who is the Note-Taker (Recorder)?
In this style of negotiation, you try to get as much as you can for yourself, like taking the biggest piece of a pie.
What is Distributive Negotiation?
In South Korea, this is very important, meaning the oldest or most important person must lead the talk.
What is Hierarchy?
When everyone has a role, it's easier for the team to work together and use everyone's strengths.
What is Improved Collaboration?
This is your "Plan B" or what you will do if you can't reach a deal with the other side.
What is BATNA?
This is the "boss" of the team who leads the talk and makes the biggest decisions.
Who is the Lead Negotiator?
In this style, the goal is for everyone to win something and find a solution that helps both sides.
What is Integrative Negotiation?
Since people in South Korea are very polite and don't say "no" directly, the team must "read between the lines."
Who is the Communication Specialist?
Having a structured team helps us work faster and avoid making mistakes in communication.
What is Efficiency?
This means starting the talk with a very high offer so the rest of the negotiation stays near that number.
What is Anchoring High?
This person makes sure everyone is being polite and that the messages we send are clear.
Who is the Communication Specialist?
These are the two team roles that are most important for reaching a "win-win" deal.
Who are the Communicator and Facilitator?
This Chinese word, used in our slides, means building deep trust and a good relationship before doing business.
What is Guanxi?
Roles help prevent one person from talking too much or taking over the whole meeting.
What is Dominating?
This is when you give a little something to the other side only if they give you something back.
What is making concessions strategically?
This person explains the traditions or rules of another country so we don't accidentally be rude.
Who is the Cultural Advisor?
This is when you are ready to say "no" and leave the meeting if the other side offers a bad deal.
What is being Prepared to Walk Away?
In this country, talks take a long time and have many steps, so writing everything down is a must.
What is South Korea?
Having roles makes sure we don't forget any step, from the start until we sign the paper.
What is Preparation and Closing?
This happens when you know something about the market or the product that the other side doesn't know yet.
What is information asymmetry?
These people are experts in things like money or laws who help the leader with extra data.
Who are the Supporters or Advisors?
A good negotiation result must be fair for both sides and easy to actually do.
What are Reasonable and Implementable?
To show respect in South Korea, the leader must be very serious and follow these specific manners.
What is a Formal and Respectful approach?
Using experts in different areas helps the team solve very hard problems and get the best results.
What are Complex Issues?
Instead of fighting over "what" we want, we should talk about "why" we want it.
What are interests vs. positions?