Intercultural-Business-Negotiation.ppt

InterculturalBusinessNegotiation,MadebyEcho(poweranddependendence,theexpectationsofbothsides),5.Analysisofinterculturalnegotiationvariables,一).Basicconceptofthenegotiationprocess谈判中的基本观念1)attitudetowordconflict2)prevailingresponse3)predominantviewofbusinessrelationships4)purposeofnegotiation,二）.TheWin-Winnegotiationpsychology:howtobeagoodnegotiator?双赢心理,whenmostofusthinkignofnegotiating,weassumeonethingwillhappen:eitherwewillwinorloseBut,agoodnegotiatorshopuldthinkthatasuccessfulnegotiationisoneinwhichbothsidesfeellikewinner,whennegotiating,dontfeelyouhavetowineveryissue,askyourself:whatcanIgiveupthatwillpleaseotherpersonwithoutputtingamajordentinwhatIwantoutofthis?,Example:,Bargainingforinstance:1)USA2)Arab3)ChineseandJapanses,三）.selectionofnegotiators谈判代表的选择标准,French；StatusJapanese:Status,knowledgeMexicans:status,personalattributes,四）.Decision-Makingingroup团队决策,participationsmayprefertothepersonofhigheststatusortothemostseniorgroupmenberalternatively,somegroupmayaccepthedecisionofthemajorityofthegroupmenber.America；individualsChinese:authoritativelyFrench:government,五）.Baseoftrust信任基础,America，Chinese,French:pastrecordSaudis；沙特阿拉伯人personalfriendship,六）.Communicationcomplexity沟通的复杂性themorevariedthemethodsofcommunication,themorecomplexisthecommunicationcontext.,America:verbal,lowcomplexityMexcans:；bodylanguage,emotioncues,七）.formofagreement协议的形式,insomecultures,writtenagreementsareexpectedwhileinotherverbalagreementsorahandshakeisaccepted.,America,Chinese,French.:DetailedwrittenagreementsareexpectedtobelegallybindingJapanese；briefwrittenagreementSaudis:Boundbytheirwors,orally,InterculturalNegotiationModels,social-psychologicalmodel社会心理模式(ethno-centrism)principle/comparativemodel原则模式directionalmodel方向模式interactionmodel互动模式packagedealmodel配套交易模式（culturalfactorsandbackgrounds)onpage270,InterculturalNegotiationStyles,nnormativestyle标准化,A,intuitive直觉,B,analytic分析(logicalanalysis),C,factual事实(neutral),D,Differentcountrieshavedifferentculturesandlifestyles,thisdecidesthemhavedifferentnegotiatingstylesandmodels.,US,businessisbusinessstresssubstantiveissuesshort-termorientedlikechallengesinnegotiation,China,RelationshipistheprimaryissuepreferpersonalcontactsLong-termorientedavoidanopenconflictsaveface,中美谈判者的差异,Question,Howtobeasuccessfulnegotiator?,InterculturalNegotiationStrategies,Competition&cooperation竞争与合作Compromiseagreements&integrativeagreements协议和综合协议（折衷协议）谈判双方通过相互的让步，降低各自的期望值或利润点，而达成一个共同的折衷协议（综合协议）指谈判双方重新调整了各自期望值，扩大了可分配的资源，使双方都能获得更好的利益onpage275,keyterms,trickytactics,trickybargaining,dirtytrick,deliberatedeception蓄意行骗psychologicalwarfare心理战positionalpressuretactics,Integrativeagreements,ExpandingthepieNonspecificcompensationLogrolling互助Costcutting成本削减Bridging搭桥,Case,Thereweretwosistersarguingoverthepossessionofanorange.Onesisterwantedtodrinkthejuice,theothertousethepeelinbakingacake.Theyagreedtocutitinhalf,andtherebyoverlookedthealternativebywhichbothwoulddoubletheirbenefits:onetakeallthepeelandtheothertakeallthejuice.,InterculturalNegotiationGuidelines,Awin-winstrategy,thekeyistofindacommongrounds,acommoninterestwhichbothsidescanagreeandemergefromthenegotiatorsaswinners,Understandyourcounterparts,BealerttothequalitiesofthepeopleyouarenegotiatingwithUnderstandwhatotherscaremoreThebuild-u