Chapter 5 跨文化谈判ppt课件.ppt

国际企业与跨文化管理InternationalCorporationsandInterculturalManagement ByLiJiannanForStudentsMajoredinHRM Chapter5 跨文化谈判InterculturalNegotiation 文化因素 一 引导案例OpeningCase 1 案例大纲Casesynopsis 1 谈判双方TwoPartiesofNegotiation CanadianCompany加拿大公司 Amanufacturerofwallpaperprintingequipment Canwall壁纸打印设备制造商 坎沃尔公司 ChineseFactory中国工厂 Anewwallpaperproductioncompany中国壁纸厂 2 促成谈判的过程TheProcessofCausingNegotiation ThemangeroftheChinesecompany Mr Li hadbeenamemberofadelegationtoCanada HehadmetwithoneofCanwall sseniorsalespersonsandthedirectorofmanufacturing SubsequentlyatraderepresentativefromCanadahadbeeninChinarepresentingCanwall sintereststotheChinesemanager Afterthosemeetingsandnumerouslettersandfaxes Canwall stoppeoplewerenowreadytonegotiatethesale 3 谈判细节TheDetailsofNegotiation TheFirstDay第一天 欢迎您Welcome TheSecondDay第二天 SeethesightsnearbySeealocaldance TheThirdDay第三天 GivinggeneralizationsaboutitselfthatseemedtotheCanadianstobeunrelatedtothesale Chineserepresentativesnodded smiledandsaidYes 译员InterpreterTranslationsloweddowncommunication TheChinesealsospentalotoftimetalkingabouttheCanadiantradeagent Makethepresentationto10Chinesepeople JubilantCanadiansfeltconfident TheFourthDay第四天 NewfacesaskedCanadianstoexplainonceagain NewfacesaskedCanadianstoexplainthetechnology Femaleinterpreter sproblems unfamiliarwithtechnologicaltermsandonlycanarrangeworkinapublicplace TheFifthDay第五天 TheChinesewerereproachfulaboutthediscrepanciesabouttechnology Theafternoonsessionwasuncomfortable OneofthekeyChinesespeakerslefttheroomwithoutanyexplanation TheSixthDay第六天 TheChineseappreciatedthehighqualityoftheCanadiansproductandsuggestedtheCanadianscouldgivemaintenancetraining buttheCanadianspointedouttheexpenseanddifficulty Thetechnicaldiscussionstoprice TheSeventhDay第七天 Thingswerestillunresolved Themethodsofpayment Deadlinesandrequirementsofthemunicipalofficials ManagerLismiledandspokeofmutualcooperationforthefuture andpastChinese Canadianrelations andthegreatamountheandhisfactorcouldlearnfromtheCanadians 补充协议Expandedversion 4 谈判结果TheResultsofNegotiation TheCanadianswerestunnedtolearntwoweekslaterthatthefactoryhaddecidedtobuyfromaJapaneseequipmentmanufacturer 5 问题Questions TheCanadiansknewtheirproductwasgoodandtheirpricewasfair Whathadhappenedtoderailtheirsale 2 案例分析CaseAnalysis 1 坎沃尔公司在中国到底碰到了什么意外 WhatReallyHappenedwithCanwallinChina 中国人看重关系ChineseEmphasisonRelationships加拿大人希望节约时间 提高效率CanadianExpectationsaboutTimeandEfficiency谈判风格的差异DifferencesinNegotiatingStyle谈判问题的排列顺序差异DifferencesinRankingIssuestobeNegotiated 价格Price 付款进度PaymentSchedule 对关系的看法AttitudestowardtheRelationship决定交易成败的因素FactorsthatDeterminedtheDeal 2 了解文化有助于谈判成功HowKnowledgeofCulturecanHelp确认文化因素Identifyculturalfactors就对方的文化提问Questionsaboutanunfamiliarculture最好地组织和设计谈判方式并说服对方Thebestwaytoorganizeandstructurethenegotiationcommunicationandhowbesttopersuade用非言语语言信号和具体行为TheNonverbalandbehavioralsignals决策方式 信息收集方式以及在异域文化中解决问题的方式Thewayofdecisionmaking informationcollectingandproblemssolvingintheotherculture 在中国 结果和关系 哪个更重要 InChina DoResultsorRelationshipsTakePriority TheChinesevaluerelationshipsasmuchasresultsSpendtimedevelopingthelinksandcultivateasenseoffriendshipandobligation协调的观念ThevalueofharmonyAvoiddisplaysofangerorexpresscriticismthatmightcauselossoffaceUsingshame NotusequestionaskingasaprimarylearningmethodThepurposeofquestionasking 核实信息的准确性Verifytheaccuracy 弄清一些技术问题Findoutsometechnicalproblems 建立关系Buildarelationship TheChineseperformtaskssimultaneouslyTheChinesehaveapreferenceforforminnegotiationsThemostimportantpersononthenegotiatingteamisthemostseniorinageAccesstoauthorityismediatedInterdependencecharacterizesChinesesocialorganizationTolerateuncertaintyaboutoutcomes 二 谈判要素FactorsinNegotiation 1 对谈判结果的预期ExpectationsforOutcomes 1 目标不同DifferentGoals 2 公平和利益FairnessandAdvantage 3 谈判结果NegotiationOutcomes Winning Losing andReachingaStalemate Winningmeansnothavingtomakeconcessionsbeyondthereservepoint thebargaininglimitestablishedbyanegotiatingteambeforethenegotiationsbegin inordertogaintheteam sobjectives Winningcanalsomeanyouhaveachievedanagreementinwhichtheothersidegivesupmorethanyoudo 一输一赢Win Lose 双赢Win Win 僵持不下Stalemate 整合式 一体化 谈判Integrativenegotiation 分配式谈判Distributivenegotiation 根据教材 Distributivenegotiation Bargainingthatoccurswhentwopartieswithopposinggoalscompeteoverasetvalue 分配式谈判发生在拥有相反目标的双方围绕特定价值进行竞争的情况下 根据教材 Integrativenegotiation Bargainingthatinvolvescooperationbetweentwogroupstointegrateinterests createvalue andinvestintheagreement 整合式谈判指两个群体在整合利益 创造价值 达成协议方面相互合作的讨价还价 谈判类型及特征NegotiationTypesandCharacteristics 2 谈判小组的人员组成MembersoftheNegotiatingTeam 战略性角色AStrategicNegotiation 辅助性角色ASynergisticNegotiation Thestyleistrustingandfriendly TheStyleisconfrontational 1 谈判小组中的高职位成员Memberswithhighstatus 2 谈判小组中有特殊专长的成员Memberswithspecialexpertise 3 谈判小组中的译员TheInterpreter 4 对方谈判小组成员的组成Makeupoftheotherside steam 5 谈判小组成员的决策权Members decision makingauthority 6 谈判小组成员的地位Teammembers status 3 谈判的物理环境Physicalcontextofthenegotiation 1 地点和空间Siteandspace 2 日程与议程安排Scheduleandagenda 3 如何利用时间Useoftime 4 主办方的盛情款待Hosthospitality 4 沟通与谈判风格Communicationandstyleofnegotiating 1 双方关注的焦点不同Differencesinfocus 2 荣誉感Honor 3 形式Form 4 情绪Emotion 5 沉默Silence 三 谈判的阶段划分ThePhasesofNegotiation 2 和对方建立关系Developmentofrelationship 3 就谈判议题交流信息Informationexchangeaboutthetopicundernegotiation 4 说服 劝说Persuasion 5 让步与协议ConcessionandAgreement 1 计划Planning 最终谈判Culminatingnegotiations 正式协议Formalagreement非正式协议Informalagreement未达成的协议Agreementnottoagree待续的协议 四 管理谈判冲突ManagingCo