跨文化商務(wù)溝通英文版教學(xué)課件第10章

1、Chapter 10Intercultural Negotiation ProcessChapter 10Intercultural Nego*ObjectivesDefine the intercultural negotiation processUnderstand the steps in the negotiation processLearn how to avoid mistakes commonly made in intercultural negotiationsBecome knowledgeable about intercultural negotiation mod

2、elsUnderstand negotiation strategies, including conflict resolutionUnderstand various trade agreements that affect intercultural negotiations*ObjectivesDefine the intercul*DefinitionIntercultural negotiation involves discussions of common and conflicting interests between persons of different cultur

3、al backgrounds who work to reach an agreement of mutual benefit.*DefinitionIntercultural negot*“In business, you dont get what you deserve, you get what you negotiate.”Why take “no” for an answer? Successful people dont. They get what they want by negotiating better deals for both parties.*“In busin

4、ess, you dont get w*winninga means of getting what you want from othersgaining the favor of people from whom you want thingsmanaging power and informationtime and opportunity managementmore of an art than a sciencesellingthe least troublesome method of settling disputesNegotiation is . . .*winningNe

5、gotiation is . . .*Steps in the Negotiation ProcessPreparation and Site SelectionTeam SelectionRelationship BuildingOpening TalksDiscussionsAgreement*Steps in the Negotiation Proc*Preparation and Site SelectionHiring a consultant in the countryNegotiating resource videos and written materials are he

6、lpfulChoosing a sitehere or there can be important*Preparation and Site Selectio*Team Selectionhow team is selectedbackground of playersexpectations of other negotiators, their style, and the roles they have played in past negotiationsenvironment free of tension*Team Selectionhow team is se*Relation

7、ship BuildingTime requiredIntermediaries or agentsFriendship versus business relationship*Relationship BuildingTime req*Opening TalksShould they start promptly or should you engage in small talk?Is an agenda proper or not?Who should be present?*Opening TalksShould they star*DiscussionsVariety of beh

8、aviors and normsEmotionsConcessions*DiscussionsVariety of behavio*AgreementClose negotiations properly.Expect delays.Get tax and legal advice.Expect a long wait until final approval.Understand that contracts are not always considered final.*AgreementClose negotiations p*Common Negotiation MistakesMa

9、king negative initial impressionFailing to listen and talking too muchAssuming understanding by the other cultureFailing to ask important questionsShowing discomfort with silenceUsing unfamiliar and slang wordsInterrupting the speakerFailing to read the nonverbal cuesFailing to note key pointsMaking

10、 statements that are irritating or contradictoryFailing to prepare a list of questions for discussionBeing easily distractedFailing to start with conditional offersFailing to summarize and restate to ensure understandingHearing only what you want to hearFailing to use first-class supporting material

11、s*Common Negotiation MistakesMa*Intercultural Negotiation ModelsProblem-solving approachconsiders national and organizational cultural differencesCompetitive approachindividualistic and persuasive orientationCompromisingseeks a middle groundForcingmakes the other party complyLegalismuses legal docum

12、entation to force the partner to comply*Intercultural Negotiation Mod*Four-Stage Negotiation ModelInvestigativePresentationBargainingAgreement*Four-Stage Negotiation ModelI*Negotiation StrategiesPeople act on basis of their own best interestsTruth in negotiationsFaithFactFeelingU.S. negotiators make

13、 fewer adjustments to their opponentInclude: preparation, tactics, conflict resolution and mediation, and observation, analysis, and evaluation*Negotiation StrategiesPeople *Trade AgreementsValidated licensespecific exporter and specific productsFree trade zones or trade blocsproducts enter without

14、customs duties*Trade AgreementsValidated lic*NAFTA BenefitsTo eliminate barriers to trade and facilitate cross-border movement of goods and servicesTo promote fair competitionTo increase investment opportunitiesTo provide adequate and effective protection for intellectual propertyTo develop effectiv

15、e procedures for handling disputesTo expand cooperation and increase benefits to the three countries (Canada, Mexico, U.S.)*NAFTA BenefitsTo eliminate ba*The U.S. Negotiators Global Report CardPreparationB-Synergistic approach (win-win)DCultural I.Q.DAdapting the negotiating process to the host coun

16、try environmentDPatienceDListeningDLinguistic abilitiesFUsing language that is simple and accessibleCHigh aspirationsB+Personal integrityA-Building solid relationshipsDCompetency Grade*The U.S. Negotiators Global *Statements Characteristic of U.S. Negotiating StyleI can handle this myself. (to expre

17、ss individualism).Please call me Steve. (to make people feel relaxed by being informal).Pardon my French. (to excuse profanity).Lets get to the point. (to speed up decisions).Speak up; what do you think? (to avoid silence).A deal is a deal. (to indicate an expectation that the agreement will be hono

18、red).*Statements Characteristic of *ChinaReserved; known for good manners and hospitalityGive small, inexpensive presentsDo not like to be touchedConsider mutual relation-ships and trust very importantTechnical competence of negotiators necessaryPrefer to use an intermediaryRarely use lawyersAmple r

19、oom for compromise*ChinaReserved; known for good*FranceThe French have a sense of pride sometimes interpreted as supremacy.French logic (Cartesian logic) proceeds from what is known in a point-by-point fashion until agreement is reached.Protocol, manners, status, education, family, and individual ac

20、complishments are keys to success with the French.*FranceThe French have a sense*GermanyProtocol is important and formal.Dress is conservative; correct posture and manners are required.Use titles when addressing members of the negotiating team; use please and thank you often.Germans prefer to keep a

21、 distance between themselves and the other team negotiators.Include technical people as part of the negotiation team as Germans are detail oriented.Punctuality is expected.Contracts are firm guidelines to be followed exactly.*GermanyProtocol is important *IndiaBribery is common; having connections i

22、s important.Avoid using the left hand in greetings and eating.Request permission before smoking, entering, or sitting.Building relationships is important; an introduction is necessary.Intermediaries are common.Use titles to convey respect.Knowledge of local affairs is important.Negotiation process c

23、an be long.*IndiaBribery is common; havin*JapanBusiness etiquette is very important.Meeting should be arranged by an intermediary who has a relationship with both parties.Negotiating parties usually consist of five people.Business card exchange is common.Subtle and complex verbal and nonverbal cues

24、are used to avoid having someone lose face or lose the group harmony.Negotiating practices are based on the keiretsu system (a company group formed by the principal company and the partner companies); a keiretsu group is viewed as a long-term commitment.The Japanese use more silence and less eye con

25、tact than do people of the U.S.View contracts as flexible instruments.Are suspicious of a negotiating team that includes lawyers.*JapanBusiness etiquette is ve*Latin AmericaRelationships are important.Bribery is common.Government is very involved in business.Negotiators chosen based on family connec

26、tions, political influence, education, and gender (females should be in the background).Latinos are very individualistic but group oriented concerning family and friends.Social competence is important; will ask about ones health and family.Most agreements are consummated over lunch.Numerous meetings

27、 is the norm; time is not seen as important.Avoid gestures.*Latin AmericaRelationships ar*NigeriaNigerians are skillful negotiators; view negotiation as a competitive process.When selecting negotiators, consider age (equated with wisdom), gender, cultural background, and educational credentials.Developing a personal relationship is important.Time is not part