跨文化交际英文版14-Cultural-Differences-in-Business-NegotiationPPT演示课件

1、1,Cultural Differences in Business Negotiation,Unit 14,2,Your site here,In todays class, we will,define cross-cultural negotiation,discuss the impact of cultural differences,understand strategies his hosts were all in dark suits and white shirts. The TV camera caught a few of the hosts repeatedly lo

2、oking at his sweater with something like alarm in their eyes, and looking away again. Finally it was reported that he failed to make even a single sale,3. Personal Style,15,Your site here,1) Do you think the sweater the U. S. salesman wore was a factor in his failure to make a single sale? What was

3、wrong with it? 2) If you had been there, how would you have reacted to the causally dressed salesman,16,Your site here,3. Personal Style,17,Your site here,4. Communication,18,Your site here,19,Your site here,20,Your site here,7. Form of Agreement,_ prefer very detailed contracts because they can ref

4、er to _ when new situations arise. The essence of the deal is _. _ prefer general contract because they can refer to _ when new situations arise. The essence of the deal is _,Americans,the contract,the contract,Chinese,the relationship,the relationship,21,Your site here,agreed strategy,8. Building a

5、n Agreement: Bottom up or Top down,Inductive (specific general) small details settlement,Deductive (general specific) details,22,Your site here,10. Risk Taking (Uncertainty Avoidance,23,Your site here,Negotiating Style of Asian and the Western Countries,relationship,contract,Win-win,Win-lose,formal,

6、informal,indirect,direct,low,high,low,high/low,general,specific,deductive,inductive/deductive,group consensus,one leader,risk averse,risk taker,24,Your site here,Multicultural Negotiation Quiz,1. People from which country are likely to take the longest to get down to negotiations? A. Canada. B. The

7、United States. C. Japan. D. Mexico,25,Your site here,Multicultural Negotiation Quiz,2. For which group is a negotiating deadline likely to be the shortest? A. Mexicans. B. Asians. C. Americans. D. British,26,Your site here,Multicultural Negotiation Quiz,3. The group that is most likely to be late fo

8、r a negotiation session is _. A. Japanese B. Mexican C. German D. American,27,Your site here,Multicultural Negotiation Quiz,4. In which culture would relationships likely be the most important factor in negotiations? A. American. B. German. C. South American. D. Canadian,28,Your site here,Multicultu

9、ral Negotiation Quiz,5. Which group would probably be the least animated during negotiations? A. Japanese. B. German. C. Mexican. D. American,29,Your site here,6. Which culture is most likely to use group decision-making during negotiations? A. Japanese. B. German. C. Canadian. D. American,Multicultural Negotiation Quiz,30,Your site here,Multicultural Negotiation Quiz,7. When negotiating with Asians you will learn the most about your opponents from _. A. facial expressions B. words spoken C. gestures made D. what is not said,31,Yo