欢迎来到人人文库网! | 帮助中心 人人文库renrendoc.com美如初恋!
人人文库网
首页 人人文库网 > 资源分类 > PDF文档下载

商务谈判礼仪调查问卷(来自哈佛商学院)英文版.pdf

  • 资源大小:203.59KB        全文页数:19页
  • 资源格式: PDF        下载权限:游客/注册会员/VIP会员    下载费用:3
游客快捷下载 游客一键下载
会员登录下载
下载资源需要3

邮箱/手机号:
您支付成功后,系统会自动为您创建此邮箱/手机号的账号,密码跟您输入的邮箱/手机号一致,以方便您下次登录下载和查看订单。注:支付完成后需要自己下载文件,并不会自动发送文件哦!

支付方式: 微信支付    支付宝   
验证码:   换一换

友情提示
2、本站资源不支持迅雷下载,请使用浏览器直接下载(不支持QQ浏览器)
3、本站资源下载后的文档和图纸-无水印,预览文档经过压缩,下载后原文更清晰   

商务谈判礼仪调查问卷(来自哈佛商学院)英文版.pdf

COPYRIGHT2008BYJAMESKSEBENIUSANDCHENGJASONQIANWORKINGPAPERSAREINDRAFTFORMTHISWORKINGPAPERISDISTRIBUTEDFORPURPOSESOFCOMMENTANDDISCUSSIONONLYITMAYNOTBEREPRODUCEDWITHOUTPERMISSIONOFTHECOPYRIGHTHOLDERCOPIESOFWORKINGPAPERSAREAVAILABLEFROMTHEAUTHORETIQUETTEANDPROCESSPUZZLESOFNEGOTIATINGBUSINESSINCHINAAQUESTIONNAIREJAMESKSEBENIUSCHENGJASONQIANWORKINGPAPER09077COPYRIGHT2008BYJAMESKSEBENIUSANDCHENGJASONQIANWORKINGPAPERSAREINDRAFTFORMTHISWORKINGPAPERISDISTRIBUTEDFORPURPOSESOFCOMMENTANDDISCUSSIONONLYITMAYNOTBEREPRODUCEDWITHOUTPERMISSIONOFTHECOPYRIGHTHOLDERCOPIESOFWORKINGPAPERSAREAVAILABLEFROMTHEAUTHORETIQUETTEANDPROCESSPUZZLESOFNEGOTIATINGBUSINESSINCHINAAQUESTIONNAIREJAMESKSEBENIUSJSEBENIUSHBSEDUCHENGJASONQIANJQIANHBSEDUHARVARDBUSINESSSCHOOL,BOSTON,MAUSADECEMBER24,2008JAMESKSEBENIUSANDCHENGJASONQIAN1CULTURALDIFFERENCESCANAFFECTNEGOTIATIONSINMANYWAYS,FROMINFLUENCINGTHEBASICMOTIVATIONSANDPERCEPTIONSOFTHEPLAYERSTOGUIDINGTHESURFACEASPECTS,SUCHASETIQUETTE,PROTOCOL,ANDPROCESS,OFBUSINESSINTERACTIONSNAVIGATINGTHECHALLENGESOFTHESESURFACEBEHAVIORALISSUESISUSEFULTOPLUMBSOMEOFTHEDEEPERCULTURALFACTORSANDDIFFERENCESINGOVERNANCEANDDECISIONMAKINGOFCROSSBORDERBUSINESSNEGOTIATIONASSUGGESTEDBYANICEBERGANALOGY,THOUGHETIQUETTE,PROTOCOL,ANDDEPORTMENTCOMPRISETHEVISIBLETIP,THEYMIGHTBELINKEDTOMOREDEEPLYROOTED,LESSOBVIOUSFORCESTHATAREFULLYCAPABLEOFSINKINGTHESHIPTHISWORKINGPAPER,THROUGHAQUESTIONNAIREFORMATINTENDEDASANINSTRUMENTTOCOLLECTDATAFROMARANGEOFPEOPLEWITHVARYINGCHINARELATEDNEGOTIATINGEXPERIENCEPRESENTSASERIESOFSITUATIONSOFATYPICALSINOFOREIGNBUSINESSNEGOTIATIONTOADDRESSBOTHTHESURFACEANDTHEROOTCULTURALFACTORSTHISQUESTIONNAIREWILLSERVENOTONLYTOEVALUATESUBJECTS’APPRECIATIONFORCHINESECULTUREASITBEARSONNEGOTIATION,BUTALSOTOBETTERUNDERSTANDINGOFTHEPROCESSASPECTSOFCROSSBORDERNEGOTIATIONINGENERALNAVIGATINGTHECHINESEETIQUETTEMAZEASTHESENIORVICEPRESIDENTINCHARGEOFTHEBUSINESSDEVELOPMENTUNITOFAFASTGROWINGCOMPANY,YOUARELOOKINGFORTHEFIRSTTIMEFORLONGTERMSUPPLIERSINCHINAAMONGSEVERALCANDIDATESONYOURRADARSCREENTHATAPPEARTOBEAGOODFITFORTHEPROPOSEDSUPPLYCONTRACTISACOMPANYLOCATEDINJINAN,ACITYINNORTHEASTCHINATHEFINDINGSOFYOURCONSULTANTS’DUEDILIGENCEBEINGCONSISTENTWITHYOUROWNASSESSMENTTHATARELATIONSHIPWITHTHISSUPPLIERCOULDIMPROVEYOURCOMPANY’SPERFORMANCE,YOUDECIDETHATYOUANDSEVERALASSOCIATESWILLVISITTHEFIRMWITHINNEXTCOUPLEOFWEEKSTOEXPLORETHEPOSSIBILITYOFNEGOTIATINGASUPPLYCONTRACTYOUAREWELLPREPAREDFORTHENEGOTIATIONSFROMACORPORATEPERSPECTIVE,BUTLESSSUREOFYOURSELFWITHREGARDTOISSUESOFPROTOCOLANDETIQUETTEINACHINESEBUSINESSSETTINGNONETHELESS,YOURCOLLEAGUESARECOUNTINGONYOUTOLEADTHEMGRACEFULLYTHROUGHTHEUPCOMINGSESSIONSREADTHEFOLLOWINGSCENARIOSANDSELECTWHATYOUBELIEVETOBETHEMOSTAPPROPRIATERESPONSEINEACHSITUATIONFEELFREETOADDTOEACHSCENARIO,ASANADDITIONAL“F”OPTION,YOUROWNRESPONSEORANYCOMMENTSOROBSERVATIONS1YOUAREQUITECERTAINTHATYOURCOMPANYANDTHEJINANSUPPLIERHAVENOPRIORKNOWLEDGEOFEACHOTHERWHATWOULDBETHEMOSTEFFECTIVEWAYTOESTABLISHCONTACTWITHTHISPROSPECTIVESUPPLIERACOLDCALLTHECHINESESUPPLIERTOEXPRESSYOURCOMPANY’SINTERESTINVISITINGWITHINNEXTTWOWEEKSTOEXPLOREABUSINESSCOLLABORATION,THENMAKEYOUROWNTRAVELARRANGEMENTSBIDENTIFYANDASKANINTERMEDIARYORFRIENDINCHINAWHOISKNOWNTOTHEJINANFIRMTOINTRODUCEYOUANDARRANGEAMEETINGDURINGYOURTRIPCLEVERAGEYOURLOCALCONTACT’SGUANXIPERSONALNETWORKTOESTABLISHCONNECTIONSWITHINTHECHINESEFIRM,THENASKTHEINSIDERSTODELIVERYOURMESSAGETOTHEAPPROPRIATEEXECUTIVESANDWAITTOBECONTACTEDBYTHEMJAMESKSEBENIUSANDCHENGJASONQIAN2DMAKEOTHERIMPORTANTTASKSFORWHICHYOUARETRAVELINGTOJINANYOURFIRSTPRIORITY,THENCALLTHECHINESECOMPANYTOARRANGEABRIEFMEETINGBEFOREYOULEAVEECONTACTTHECHINESECOMPANYVIAEMAILANDFAX,SENDASMUCHINFORMATIONASPOSSIBLEABOUTYOURCOMPANYANDWHATYOUHOPETOACHIEVEEG,YOURCOMPANY’SBROCHURE,ALETTEROFINTENT,ANDSOFORTH,ANDWAITTOBECONTACTEDF___________________________________________________________________________2AMEETINGHASBEENSETWITHTHEJINANSUPPLIERANDYOUAREPREPARINGTHETRIPWHOWOULDYOUHAVETOACCOMPANYYOUANOONEYOU’LLTRAVELALONETOSAVEMONEYANDBEMOREFLEXIBLE,ANDTRUSTTHATTHECHINESECOMPANYWILLHAVEINTERPRETERSBYOU’LLTAKEWITHYOUINDIVIDUALSWHOCANADVICEYOURNEGOTIATIONANDHELPYOUCRAFTACONTRACT,SUCHASYOURCORPORATECOUNSELANDANACCOUNTANTCYOU’LLTAKEWITHYOUACHINESECOLLEAGUEWHOCANPLAYTHEDUALROLEOFNEGOTIATORANDINTERPRETERDYOULLENGAGETHESERVICESOFANDTAKEALONGAPROFESSIONALCHINESEINTERPRETEREYOU’LLBEACCOMPANIEDBYYOURCEOFORSYMBOLICPURPOSESF___________________________________________________________________________3GIVENLIMITEDRESOURCESANDTIMETOPREPAREFORPRELIMINARYNEGOTIATIONS,WHATISYOURTOPPRIORITYAPERFORMA“STRENGTHS,WEAKNESSES,OPPORTUNITIES,THREATS”ANALYSISOFTHECHINESECOMPANYSBUSINESSBTHOROUGHLYINVESTIGATETHEBACKGROUNDSOFTHEPEOPLENEGOTIATORSANDDECISIONMAKERSWITHWHOMYOUWILLBEDEALINGCPOLISHANDREHEARSEYOURPRESENTATIONDBRIEFANDARRANGEAPPROPRIATENEGOTIATINGROLESFOREACHOFYOURTEAMMEMBERSECONSULT“CHINAEXPERTS”OREXPATRIATESREGARDINGHOWTOCONDUCTBUSINESSWITHTHECHINESEF___________________________________________________________________________4UPONDEPLANING,YOUANDYOURCOLLEAGUESARESURPRISEDTOFINDAREPRESENTATIVEOFTHECHINESECOMPANYWAITINGTOPROVIDEYOURTRANSPORTATIONONTHEWAYTOHOTEL,THISINDIVIDUALCASUALLYINQUIRESABOUTYOURPLANSEG,HOWLONGYOUPLANTOSTAY,WHATOTHERACTIVITIESORTASKSYOUEXPECTTOOCCUPYYOU,ANDSOFORTHANDYOUREXPERIENCEDOINGBUSINESSINCHINAHOWDOYOURESPONDATELLTHISINDIVIDUAL,FRANKLY,THATYOUAREVISITINGJINANFORTHEFIRSTTIMEANDWILLSTAYONLYFOURDAYSEXPRESSYOURHOPETHATSOMEACTIVITIESORSIGHTSEEINGMIGHTBEARRANGEDFORYOUJAMESKSEBENIUSANDCHENGJASONQIAN3BTALKONLYABOUTPARTSOFYOURPLANTHATARERELATEDTO,ANDABOUTTHEMAJORTOPICSYOUWISHTODISCUSSAT,THESCHEDULEDMEETINGCTOGIVEANIMPRESSIONTHATYOUARENOTANEWCOMERWHOCOULDBEEASILYTAKENADVANTAGEOF,BOASTTHATYOUAREAVETERANOFDOINGBUSINESSINCHINAANDVERYFAMILIARWITHLOCALCUSTOMSINTHEMEANTIME,YOUPRIVATELYDECIDETOSPENDTHERESTOFTHEDAYTAKINGATOURBYYOUROWNTOBECOMEACQUAINTEDWITHTHEHISTORYANDCULTUREOFTHECITYANDREGIONDUSEJETLAGASANEXCUSETOSAYASLITTLEASPOSSIBLEEBEINGAWARETHATNEGOTIATIONHASALREADYBEGUNINFORMALLY,STRATEGICALLYDISCLOSESOMEINFORMATIONTHATWILLSUBSEQUENTLYWORKINYOURFAVORF___________________________________________________________________________5THENEXTDAY,YOUANDYOURCOLLEAGUESARRIVEATTHECOMPANY’SOFFICEPUNCTUALLYAT1000AMTHERECEPTIONISTGREETSYOU,INFORMSYOUTHATTHEPERSONWITHWHOMYOUARETOMEETISINAMEETINGTHATISRUNNINGLATE,ANDOFFERSYOUASEATINAWAITINGAREAALMOSTFORTYMINUTESHAVEPASSEDANDYOU’VEHEARDNOTHINGFURTHERFROMTHERECEPTIONISTWHATSHOULDYOUDOADEMONSTRATETHATYOURTIMEISVALUABLEBYASKINGTHERECEPTIONISTTOINFORMTHEPERSONWITHWHOMYOUWERETOMEETTHATYOUWILLMEETHIM/HERATYOURHOTELPUNCTUALLYAT1000AMTHEFOLLOWINGMORNING,ANDLEAVEBWAITPATIENTLYANDREGISTERNOCOMPLAINTCTRYTOJUDGEWHETHERYOURCHINESECOUNTERPARTISINDEEDDETAINEDINAMEETINGORISRELUCTANTTOMEETWITHYOUYOUHAVEBEENGIVENTOUNDERSTANDTHATCHINESEWILLPUTOFFAMEETINGFORWHICHTHEYAREUNPREPARED,ANDTACTFULLYASKTHERECEPTIONISTIFTHEMEETINGISSTILLTOBEHELDDTACTFULLYREGISTERYOURIMPATIENCEWITHTHERECEPTIONISTEWAIT,BUTRESOLVETOREGISTERYOURDISPLEASUREATBEINGKEPTWAITINGLATERATAKEYPOINTINTHENEGOTIATIONSF___________________________________________________________________________6YOUAREINFORMEDTHATTHEMEETINGCANNOWTAKEPLACEANDAREESCORTEDTOACONFERENCEROOMWHEREYOURCHINESEHOSTSAREWAITINGFORYOUUPONENTERINGTHEROOM,WHATSHOULDYOUDOAGREETEACHPERSONINTHECHINESEDELEGATIONWITHAFIRMHANDSHAKETODEMONSTRATEYOURSERIOUSNESSABOUTTHEIMPENDINGPROCEEDINGSANDTOAVOIDANYIMPLICATIONOFHIERARCHYONEITHERSIDEBWAITFORYOURASSISTANTORINTERPRETERTOGREETYOURCHINESEHOSTSANDFORMALLYINTRODUCEYOUTOEACHOFTHEMCSTANDSTIFFLY,WITHOUTSMILING,ANDAWAITCUESFROMYOURCHINESEHOSTSDDETERMINEWHICHOFYOURHOSTSISSENIOR,ANDGREETTHATPERSONFIRSTWITHAMODERATELYFIRMHANDSHAKEANDUSINGTHECORRECTTITLEWHENADDRESSINGHIM/HERJAMESKSEBENIUSANDCHENGJASONQIAN4EIGNORINGTHEREST,GODIRECTLYTOYOURCONTACTPERSONORTOINDIVIDUALSYOUKNOWAND,ADDRESSINGTHEMBYNAME,GREETTHEMWITHAHUGORHANDSHAKEANDAPATONTHESHOULDERTOSHOWINTIMACYF___________________________________________________________________________7AFTERGREETINGSHAVEBEENEXCHANGED,HOWSHOULDYOUOFFERYOURBUSINESSCARDACASUALLYHANDONECARDTOEACHMEMBEROFTHECHINESEDELEGATIONBHANDASINGLECARDTOTHESENIORMEMBEROFTHEDELEGATIONANDIGNORETHEOTHERSCPLACEASMANYBUSINESSCARDSASTHEREAREMEMBERSOFTHECHINESEDELEGATIONATTHEENDOFTHECONFERENCETABLEANDLETTHEMTAKEONEORNOTATTHEIRDISCRETIONDHOLDINGAFEWOFYOURBUSINESSCARDSINYOURLEFTHAND,PRESENTONETOEACHMEMBEROFTHECHINESEDELEGATIONWITHYOURRIGHTHAND,ENSURINGTHATNODIRECTEYECONTACTISMADEEUSINGBOTHHANDS,PRESENTONECARDATATIME,PRINTEDSIDEFACINGAWAYFROMYOU,TOINDIVIDUALSTOWHOMHAVEBEENFORMALLYINTRODUCEDBYTHEPRINCIPLECHINESEHOSTF___________________________________________________________________________8WHATDOYOUINTENDTODOWITHSEVERALGIFTSYOUHAVEBROUGHTANEXPENSIVECRYSTALCLOCKWRAPPEDINOCEANBLUEGIFTPAPERWITHAPURPLERIBBON,ANELEGANTSWISSARMYKNIFEWITHABLACKLEATHERCASE,ANDAHANDENGRAVEDSILVERCIGARETTELIGHTERINAREDSILKCOVEREDBOXTIEDWITHGOLDENRIBBONSAPRESENTTHECLOCKTOTHEPRINCIPLEHOSTASAGIFTFORTHECHINESECOMPANYTOSIGNIFYATTHEOUTSETOFTHENEGOTIATIONSYOURSINCEREINTERESTINPURSUINGALONGTERMBUSINESSPARTNERSHIPBIGNORINGTHEOTHERCHINESEHOSTS,PRESENTTHECLOCKTOTHEPRINCIPLEHOSTASAPERSONALGIFTATTHECONCLUSIONOFTHENEGOTIATIONSTOSIGNIFYYOUREARNESTDESIREFORLONGTERMFRIENDSHIPCIGNORINGTHEOTHERSENIORCHINESEHOSTS,PRESENTTHESWISSARMYKNIFETOTHEPRINCIPLECHINESEHOSTPRIVATELYIDEALLYDURINGTHEWELCOMINGBANQUET,INDICATINGTHATTHEGIFTISEXPENSIVECONSISTENTWITHYOURHOST’SSTATUSDPRESENTTHESILVERCIGARETTELIGHTERTOTHEPRINCIPLEHOSTPUBLICLY,ATTHECONCLUSIONOFTHENEGOTIATIONS,ASAGIFTFORTHECHINESECOMPANYEWITHHOLDTHEMFORTHETIMEBEING,THISBEINGJUSTTHEINITIALCONTACT,ANDNOTHINGBEINGCERTAINYETF___________________________________________________________________________9THEHEADOFTHECHINESEDELEGATIONOFFERSYOUTHESEATOFHONORATTHEHEADOFTHECONFERENCETABLE,THATIS,THECHAIRINTHEMIDDLEOFTHETABLEFACINGTHEDOORWHATSHOULDYOUDOAUNDERNOCIRCUMSTANCESACCEPTTHEOFFERJAMESKSEBENIUSANDCHENGJASONQIAN5BGRACIOUSLYACCEPTTHESEATCEXPLAINTHATYOUAREHONOREDBYTHEGESTURE,BUTPREFERTOALLOWANOTHERMEMBEROFYOURDELEGATIONTOTAKETHEHONOREDSEATTHEREBYDEMONSTRATINGTHATYOUVALUEALLMEMBERSOFYOURTEAMEQUALLYDPOLITELYREFUSETHESEATSEVE

注意事项

本文(商务谈判礼仪调查问卷(来自哈佛商学院)英文版.pdf)为本站会员(baixue100)主动上传,人人文库网仅提供信息存储空间,仅对用户上传内容的表现方式做保护处理,对上载内容本身不做任何修改或编辑。 若此文所含内容侵犯了您的版权或隐私,请立即通知人人文库网(发送邮件至[email protected]或直接QQ联系客服),我们立即给予删除!

温馨提示:如果因为网速或其他原因下载失败请重新下载,重复下载不扣分。

关于我们 - 网站声明 - 网站地图 - 资源地图 - 友情链接 - 网站客服客服 - 联系我们

网站客服QQ:2846424093    人人文库上传用户QQ群:460291265   

[email protected] 2016-2018  renrendoc.com 网站版权所有   南天在线技术支持

经营许可证编号:苏ICP备12009002号-5