商务谈判礼仪调查问卷(来自哈佛商学院)英文版.pdf商务谈判礼仪调查问卷(来自哈佛商学院)英文版.pdf

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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,YOUANDYOURCOLLEAGUESARESURPRISEDTOFINDAREPRESENTATI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编号:201312142351168106    类型:共享资源    大小:203.59KB    格式:PDF    上传时间:2013-12-14
  
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