国际商务谈判第二版Chapter11-12.ppt

InternationalBusinessNegotiation,Whatistheaimofthiscourse?,1.Acquiringknowledgeofthebasicprinciplesofnegotiation，thecommonandcostlynegotiatingmistakes,andhowtoavoidthem.2.Developinginteractiveskillsandtheabilitytocommunicateeffectively.,3.Developingtheabilitytorecognizethespecificfeelings,valuesandbeliefsthatotherpeoplehaveaboutproperconductinnegotiation,andtoadjustonesattitudesandbehaviortotheissuesandpersonalitiesinvolvedintheparticularcase.,Chapter11-12Cross-cultureBusinessNegotiation,Questionsinfocus,(1)Howdoculturesvary?(2)Whataretheimplicationsofculturaldifferences?(3)Howtoovercomethedifferences?,I.Internationalbusinessnegotiationstyle,1.NegotiationstylesinAmericancountries,1.1TheUSAnegotiationstyle,-Beingfrankandconfident-Beingrealisticandpragmatic-Respectlawandefficiency,1.2TheLatinAmericannegotiationstyle,-Respectandequality-Nopoliticsinvolved-Valuefriendship-Beinclinedtobreakthecontract-Closepersonalrelationships,2.TheEuropeannegotiationstyles,2.1TheGermannegotiationstyle,-Beingwellprepared-Beingefficientandpractical-ItseemedthatGermanslackflexibility-Beingresponsible,2.2TheFrenchnegotiationstyle,-Personalfriendshiphaseffectonbusinessrelationship-Frenchonly-Horizontalnegotiation-Bythepeople-Workvslife,2.3TheBritishnegotiationstyle,-Appropriatenessinbuildingsocialrelation-DonotthinknegotiationasimportantasJapaneseandAmericando-Beingboldandeloquent-Beinginflexibility,2.4TheItaliannegotiationstyle,-Keepingnostricttimetable-Smart-dressed-Extrovertandsentimental-Lessrigid,2.5TheScandinaviannegotiationstyle,-Beingcarefulandstrictwithschedule-Beingmodest,frank,persevereandconservative-Dislikeendlessbargaining-Simplelife,2.6EasternEuropeannegotiationstyle,-Relationshipandtransaction-Language-Socialstatusofwomen-Titleandposition-Bargain-Decision,2.7TheRussiannegotiationstyle,-Beconservativeandinflexible-Contractdetails-Goodatbargaining-Specializeinbartering,3.TheAsiannegotiationstyles,3.1TheJapanesenegotiationstyle,-Socialstatusandranks(Avoiddirectcriticism/directrefusal/embarrassingquestions,acceptgifting)-Significanceofpresents-Beingpatient,3.2SoutheastAsiannegotiationstyle,-Hierarchy-Language-Time-Bargain-Decision,3.3TheIndiannegotiationstyle,-Bureaucracy-Partnership-Communication-Socialhierarchy-Bargain,4.Themiddle-eastareanegotiationstyles,4.1TheArabiannegotiationstyle,-Etiquette-Tradition-Time-Agent,4.2TheIsraelnegotiationstyle,-Contract-Cleartargetandopinion-Thekeyrole-Knowledgeable,5.TheAfricannegotiationstyles,TheAfricannegotiationstyle,-Languageandcommunication-Personaldistance-Timeandschedule-Negotiationstyle,II.Adoptingcultures-specificstrategies,WearenotawareofourculturalbiasWebecomeblindtoourownculturalnormOthercultureareimplicitlyperceivedasunfortunatedeviationsfromthenormStereotypingiscommon,1.Inachievement-orientedcultures,-Tohaveenoughtechnicalknowledgeandexperienceinnegotiationteam-Respecttheneedoftheotherpartytolookstrong,competentandexperienced-Useprofessionaltitlesandqualification,2.Instatus-orientedcultures,-Tohaveenougholderorseniormemberswithformalrolesandstatusinsociety-Respectthelineofhierarchyintheotherteam-Usetittlesandsymbolstoindicateyourstatusinsociety-Dobusinessfacetoface,-Dressconservatively-Donotusefirstname-Refrainjokingandsocialchattinginpubic-Avoidnegotiatingoverthephoneandbymail,3.Infuture-orientedcultures,-Avoiddisplaysofimpatience-Spendmoretimeoninterpersonalrelatingduringyournegotiation-Reciprocationofgreetings,giftsandpersonalfavors,4.Inuncertainty-avoidancecultures,-Tobefullyprepared-Keepappointmentstrictly,schedulemeetinginadvanceanddonotbelate-Discussoneissueatatime-Avoidinterruptionsanddelays-Beformal.Nevermadecriticalcommentsaboutsituations,conditionsandpeopleinpublic-Respecttheneedofotherpartytohaggle,Keypointsfornegotiatingacrosscultures,-Planningiscrucial.-Bewareofmakingculturalassumptions.-Beflexible.-Languageisanimportantlinkacrossculturesandbetweennegotiators,butitalsocanbeabarrier.-Non-verbalcommunicationisaveryimportantfactorininterculturalnegotiation.-Negotiatingstylesdiffersignificantlyacrosscultures.,TeachingImportance:-Internationalbusin