跨文化商务沟通（英文版第6版）课件 第11、12章 跨文化谈判要素、影响国际商务与国际旅行的法律

Chapter11InterculturalNegotiationComponentsCopyright©2014PearsonEducation,Inc.2ObjectivesUnderstandtheelementsofcross-culturalnegotiationConsiderstereotypesthataffectinterculturalnegotiationsTakeintoconsiderationcomparativenegotiationstylesIdentifycharacteristicsofeffectivenegotiatorsUnderstandtheimportanceofprotocolininterculturalnegotiationsUnderstandhowgroupandindividualorientation,face-to-facestrategies,andthemediaaffectnegotiationsUnderstandhowpersonalconstructsaffectnegotiationsCopyright©2014PearsonEducation,Inc.3Cross-CulturalNegotiationComponentsTheplayersandsituationCulturalnoiseNationalculturePowerandauthorityPerceptionInterpretersandtranslatorsWomenasinternationalnegotiatorsEnvironmentRelationshipandsubstantiveconflictsCopyright©2014PearsonEducation,Inc.4ThePlayersandtheSituationDeterminebackgroundoftheplayersAscertainexpectationsofnegotiatorsDeterminenegotiatingstyleDeterminerolenegotiatorshaveplayedinthepastProvideanenvironmentfreeoftension,conducivetoexchangeofideas,andproblemresolutionCopyright©2014PearsonEducation,Inc.5CulturalNoiseAnythingthatdistractsorinterfereswiththemessageLow-orhigh-contextArguments-emotionalorlogicalTrustbasedonlawsorfriendshipHighorlowrisktakersViewoftimeAuthoritativeorconsensualdecision-makingstyleAgreement-oralorwrittenCopyright©2014PearsonEducation,Inc.6NationalCulturePatternsofpersonalityGovernancestructureIntegratenegotiators’interestsNationalcultureisonlyoneoftheculturesweallcarrywithinourselves;otherculturesinclude:professional,socialclass,ethnic,regional,gender,andorganizationalCopyright©2014PearsonEducation,Inc.7PowerandAuthorityPoweristheabilitytoinfluenceothers.Powerhastobeacceptedtobemeaningful.Authorityisthepowertogivecommands.Balancedauthority–allowseachpartnertosharethedecision-makingrole.Authorityadvantage–onepartnerclaimssuperiorresourcesorsuperiorposition.Copyright©2014PearsonEducation,Inc.8PerceptionProcessusedtoascribemeaningtotheenvironment.Perceptionisculturallybased.Stimulihavebothaphysicalsizeandsocioenvironmentalmeaningthatcanbedifferentforeachindividualwithinandacrosscultures.Copyright©2014PearsonEducation,Inc.9InterpretersandTranslatorsLanguageisakeyfactorinnegotiations.Usinginterpretersandtranslatorscanbebothpositiveandnegative.Interpretersandtranslatorstendtoslowdownnegotiations.Conveyingtheintendedmessageisoftendifficult.Copyright©2014PearsonEducation,Inc.10WomenasInternationalNegotiatorsWomenarevieweddifferentlyaroundtheworld–asequalsoraswindowdressing.Researchconfirmsthatwomenhaveanadvantageovermenduringinternationalnegotiations,especiallywhenitcomestoreadingnonverbalmessages.Womenareoftenviewedaslessthreaten-ingandlesscompetitivethanmen–anadvantageinproblem-solvingsituations.Womenmakesuccessfulnegotiatorsbecauseoftheirpatience,socialskills,understanding,andinterpersonalskills.SuggestionsforWomenNegotiatorsDressprofessionally;simpleeleganceinattireintraditional,conservativecolorsandstylesisrecommended.Becomeknowledgeableaboutissuestobediscussed.Expandyourknowledgeofthelanguageofyourforeigncounterparts.Researchcustomsofthecountrywithwhichyouplantoconductbusiness.Behaveprofessionally,bepatient,showrespectforthehostcultureanditscustoms,demonstrateacooperativeattitude,andhaveasenseofhumor(Axtell,Briggs,Corcoran,&Lamb,1997).Copyright©2014PearsonEducation,Inc.11Copyright©2014PearsonEducation,Inc.12EnvironmentHomecourtadvantage–havingaccesstoinformationandhumanresourcesandtheknowledgethatvisitorswillbemorepoliteandlessassertiveonsomeoneelse’sturf.Detailstoconsiderwhenselectingthenegotiationlocationincludeformalorinformalatmosphereandphysicalarrangementoftheroom.Seatingarrangementisaconsideration;titleandrankareimportantinsomecultures.Copyright©2014PearsonEducation,Inc.13RelationshipandSubstantiveConflictsRelationshipconflicts-issuesoflong-termfriendshipsorpartnershipsSubstantiveissues-useandcontrolofresourcesCognitivedissonance-mentalconceptualizationdifferencesGestures,toneofvoice,andcadencecomplicatetranslationsituationsCopyright©2014PearsonEducation,Inc.14StereotypesThatAffectInterculturalNegotiationsDisparitiesexistbetweenthewayU.S.peopleviewthemselvesandthewaytheyareviewedbyforeigners.U.S.peopleviewthemselvesasinformal,friendly,egalitarian,direct,efficient,goaloriented,resourceful,individualistic,andenthusiastic.ForeignersviewU.S.peopleastoofamiliar,insensitivetostatus,blunt,obsessedwithtime,workoriented,self-absorbed,driven,anddeceptive.Copyright©2014PearsonEducation,Inc.15ComparativeNegotiationStylesAsuccessfulnegotiatorwithinaculturemaynotbesuccessfulinanotherculture.Asuccessfulnegotiatorneedstobeabletoascertaintheviewpointoftheopposition.Successfulnegotiatorsneedtobeabletoadjusttheirbehaviorappropriately.ComparativeNegotiationStylesU.S.Americans–2to3ontheteam,competitive,getdirectlytothetask.Japanese–4to7ontheteam,valueharmoniousrelationships,andtakelongertogettothetask.Arabians–4to6ontheteam,valuerelationships,andtakealongperiodtoestablishrapport.Mexicans–2to3ontheteam,emphasisonrelationships,lessemphasisontechnology.16Copyright©2014PearsonEducation,Inc.Copyright©2014PearsonEducation,Inc.17CharacteristicsofEffectiveNegotiatorsEffectivenegotiatorsareobservant,patient,andadaptablementallysharpgoodlisteners;thinkbeforetheyspeakdotheircountryhomeworkpraisewhatispraiseworthyandrefrainfromcriticizingtheothersidekeeptheirpromisesandnegotiateingoodfaithCopyright©2014PearsonEducation,Inc.18ImportanceofProtocolinInterculturalNegotiationsThreeprotocoltypes:TribalCollectivePluralistAllculturessharetheneedforhonesty,courage,respectforhumandignity,fairness,andlove;however,thesehavedifferentmeaningsindifferentcultures.Realityisnotalwaysthesameineveryculture.Copyright©2014PearsonEducation,Inc.19Groupvs.IndividualOrientationGrouporientationYouridentitybelongstothegroupDecisionsreachedbyconsensusContractsareflexibleIndividualorientationYouridentitybelongstoyouDecisionscanbemadebyindividualsContractsareinflexibleCopyright©2014PearsonEducation,Inc.20Face-to-FaceStrategiesNegotiatinginpersonratherthanthroughthemail,fax,telephone,telegraph,lawyers,orotherintermediariesFace-to-facenegotiators’behaviorsIrritatorsCounterproposalsArgumentdilutionReviewingthenegotiationCopyright©2014PearsonEducation,Inc.21RoleofMediaMediamaysupportorteardown.Mediaisaculturewithculturalbiases.Mediamemberstendtohaveastereotypicalviewofbusiness.MediaseeotherculturesthroughthebiasoftheU.S.perceptualgrid.Advertisersusemediatogetdollars.Moviespromotestereotypes.Copyright©2014PearsonEducation,Inc.22PersonalConstructsAnindividual’sbeliefsystemandattitudesDifferswithinacultureaswellasbetweenculturesExpectationsbasedonlearnedlifeexperiencesAdaptabilityisimportanttosuccessAdages“Birdsofafeatherflocktogether”“WheninRome,doastheRomansdo”Copyright©2014PearsonEducation,Inc.23NegotiationtakesplacewithinthecontextoftheFourC’s:Common

Interest—eachpartyhassomethingtheotherwantsConflictingInterests--includepayment,distribution,profits,contractualresponsibilities,andqualityCompromise—areasofdisagreementCriteria—conditionsunderwhichthenegotiationstakeplaceCopyright©2014PearsonEducation,Inc.24MindsetsMindsetsarecontrolledbylanguageandculture.Acknowledgethattheothersideisalsohavingmindsetdifficultiesinthenegotiation.Peoplecanaltertheirstrategiesbasedupontheirfirst-handknowledgeandadaptability.Copyright©2014PearsonEducation,Inc.25U.S.NegotiatorsFocusedoncompletingthedealProfitorientedanddirectPersonalrelationshipswiththosewithwhomtheyarenegotiatingareunimportantWorkduringmeals,golf,atanytimeTendtobeinformalIndividuallyorientedBrazilBraziliansareratheremotional;theyareanonconfrontationalandface-savingculture.Theirnegotiationstyleisindirect.Braziliansarearisk-averseculture;theymayrevealaplay-it-safeattitudeduringnegotiations.Braziliansareflexiblewhenitcomestosolvingproblemsandlookforwaystoreacharesolution.Copyright©2014PearsonEducation,Inc.26Copyright©2014PearsonEducation,Inc.27CanadaTwogroups:theAnglophonesandtheFrancophonesWellinformedandanalyticalSenseofself-determinationTrustisanimportantcomponentIndividuallyorientedMixtureoftribalandpluralisticCopyright©2014PearsonEducation,Inc.28ChinaChinesewantawin-winstrategy.Harmonyisimportant.Neutralsiteispreferred.Teammembersneedtobematchedonbothsides.Relationshipbuildingisessential.TheChinesearegrouporientedandpreferface-to-facenegotiations.Copyright©2014PearsonEducation,Inc.29UnitedKingdomObjective,matteroffactaboutnegotiationsTendtounderstatetheirpositionIndividualisticbutcompanypolicyfollowedwithoutquestionRelationshipsnotnecessaryVerydeadlineorientedCopyright©2014PearsonEducation,Inc.30FranceFrenchwouldexpectnegotiatorstohavethecorrectsocialandeducationalbackgroundandtheauthoritytomakedecisions.Arelationshipwillhelpnegotiations.Frenchenjoydebates,theyareindirect.Qualityismoreimportantthanspeed.TheFrenchareindividualisticandpreferface-to-facenegotiations.Mealtimeisnotatimetotalkbusiness.Copyright©2014PearsonEducation,Inc.31GermanyPermanentandstringentcontractsNo-nonsensenegotiatorsRelationshipsnotnecessaryIndividualisticandpreferface-to-facenegotiationsCopyright©2014PearsonEducation,Inc.32JapanJapanesewantawin-winsituation.Negotiationtakesplaceawayfromthenegotiationtable.Relationshipsareimportant.NeedasmanyteammembersastheJapanese-matchedforposition.Group-oriented,consensusoriented.Preferface-to-facenegotiations.Copyright©2014PearsonEducation,Inc.33MexicoRelationshipsandconnectionsareveryimportant.Seniorexecutivesmakethedecisions.Timeisfluid.Emotionalargumentsareconsideredtobepersuasivearguments.Strategiesaremorewin-win.Neutralsitesarepreferred.Leaveroomtobargain.Copyright©2014PearsonEducation,Inc.34TheNetherlandsTheDutchareaversetochaos;theyareveryorganized.TheDutcharedirectandpragmatic.Decisionsarebasedonconsensus.TheDutchwilltendtomovefastandwillexpectyoutomovefastalso.Copyright©2014PearsonEducation,Inc.35SouthKoreaRankandstatusareveryimportant;needtomatchtheSouthKoreanteam.Harmonyisimportant.SouthKoreanscanbedirect,expressemotion,anduseaggression.Oneneedstobeintroducedanddeveloparelationship.SouthKoreansarecollectivistic.Chapter12

LawsAffectingInternationalBusinessandTravelCopyright©2014PearsonEducation,Inc.38TopicsHomeCountryandHostCountryLawsContractsEthicsandtheLawInternationalLawsGlobalPatentsNonwrittenLawInternationalTravelandLawCopyright©2014PearsonEducation,Inc.39Theworldhasnumerouslawsthataffectinternationalbusiness.

Whenacompanyisengagedininternationalbusiness,whatthecompanyrepresentativescanlegallydoiscontrolledbyboththeirnationandtheforeignnationwithwhichtheywishtoconductbusiness.

Copyright©2014PearsonEducation,Inc.40TermsActofStateDoctrine-Eachcountrycandoasitwisheswithinitsownboundaries.HomeCountryLaws-Laws,treaties,oractsthatgovernbusinesswithinyourowncountry(andthosegoverningbusinesswithothercountries).HostCountryLaws-Laws,treaties,oractsthatgovernbusinesswithintheforeigncountrywithwhichyouwishtoconductbusiness.Copyright©2014PearsonEducation,Inc.41LegalRequirementsthatGovernU.S.Citizens'ActionsDuringNegotiationsAntidiversionRequirement-BillofladingandinvoicemustclearlydisplaythatthecarriercannotdiverttheshipmenttoacountrytheU.S.governmentconsidersrestricted.Copyright©2014PearsonEducation,Inc.42AntiboycottRegulations-ProhibitsU.S.companiesfromparticipatinginboycottsbetweentwoforeigncountriesbyrefusingtodobusinesswithafriendlynationtocomplywithaforeignboycott.AntitrustLaws-DesignedtoensurefaircompetitionandlowpricestoU.S.consumers;theselawsaffectexportersinsuchareasasmergersandacquisitionsofforeignfirms,rawmaterialprocurementagreements,knowledgelicenses,distributionchannels,etc.Copyright©2014PearsonEducation,Inc.43WrittenInformationLawsTheExportAdministrationActof1985-requiresfederallicensingoftechnicalinformationinbusinesscorrespondence.TheArmsExportControlActof1968andTradingwiththeEnemyActof1917-prohibitthetransferofinformationonmilitarymaterialordefense-relatedmaterials.TheInternationalEmergencyEconomicPowersActof1977-governsinformationthatisresearchorientedfrombeingcommunicatedtoforeigners.Copyright©2014PearsonEducation,Inc.44TechnologyLawsTheWorldIntellectualPropertyOrganization(WIPO)oftheUnitedNationspromotesintellectualpropertyrightsworldwideandcurrentlyadministers23treatiesfor185membernations.Copyright©2014PearsonEducation,Inc.45TechnologyLawsBerneConventionImplementationActof1988-recognizedthecopyrightsofallthesignatorynationstotheact;165countriesweresignatoriesin2011.MadridConvention-trademarksareprotectedbythe35countriesthataresignatories.(TheU.S.isnotasignatory.)Copyright©2014PearsonEducation,Inc.46EmploymentLawsMostnationshavelegislationgoverningwages,hours,union-managementrelations,residencevisas,andworkpermits.Somenationsrequireacertainratioofnationalstoforeigners.Legalquestionsthatmaybeaskedofapotentialemployeedifferbycountry.Copyright©2014PearsonEducation,Inc.47MaquiladoraLaw

InternationalmaquiladoraprograminMexicoallowstheduty-freeimportofequipment,machinery,andmaterialstoassemblepartsofproductsthatarethenreturnedtothehomecountry.PresidentialDecreefortheDevelopmentandOperationoftheMaquiladoraIndustryProgramof1983Copyright©2014PearsonEducation,Inc.48TheU.S.TariffCodeallowsthefinalproducttobebroughtintothecountrywithonlythefinalvalueaddedtothegoodsbeingtaxed.Animportantconsiderationinthisprogramisthedifferenceinformoflaw.TheU.S.(exceptLouisiana)practicescommonlaw(basedonwhathasbeentraditionallyacceptedasrightovermanyyears);Mexicopracticescivillaw(bodyoflawsofastateornationrelatedtoprivatematters).Thedifferenceisthatcivillawratherthanprecedentisconsideredduringlitigation.Copyright©2014PearsonEducation,Inc.49InternationalLawInternationalCourtofJustice(alsoknownastheWorldCourt)-bodyoftheUnitedNationsthatprovidesawaytosettleinternationaldisagreementsbetweencountriesratherthancorporations.ThethreelegalbodiesintheUnitedNationsare:UnitedNationsCommissiononInternationalTradeLaw(UNCITRAL),TheInternationalCommission,andtheSixthCommitteeoftheGeneralAssembly.Copyright©2014PearsonEducation,Inc.50

Amovementbyinstitutionsconcernedwithinternationalbusinesshasencouragedthedevelopmentofagreementsandlawsthatareuniformlyacceptedinworldtrade.Theseinstitutionsare:InternationalChamberofCommerceInternationalCommercialTerms(Incoterms)ECEStandardConditionsTheHagueConventionTheViennaAgreementCopyright©2014PearsonEducation,Inc.51Quasi-internationalLaw-rulesfortherelationshipbetweenlegalentitiesandstatesthatdonothavenationalstatus,suchasprivatecorporations.Sanctions–prohibitU.S.companiesfromdoingbusinessintargetedcountries.WhentheU.S.governmentdoesnotapproveofacountry’spolicies,theyimplementsanctionstotrytoreformthecountry.Copyright©2014PearsonEducation,Inc.52Macaulay'sThesis-considerslong-termrelationshipmoreimportantthancontracts.Thematization-processbywhichaframeworkformutualcommunicationandsatisfactionisreached;processcouldberelatedtothelaw,economies,power,orreligion.Copyright©2014PearsonEducation,Inc.53GovernanceStructuresMarketgovernance-contractbasedTrilateralgovernance-addsanarbitratorBilateralgovernance-maynotspelleverythingoutbutimpliesacontinuingrelationshipUnifiedgovernance–nodetailsarenegotiatedinadvance;maximumflexibilityisprovided-onlyonepartysetstermsforbothparties;appropriateforsubsidiariesofasingleorganizationCopyright©2014PearsonEducation,Inc.54ContractsContract-anagreementbetweenpartiestodosomethingthatisoral,written,orimpliedthroughconduct.HowarecontractsviewedintheU.S.?Veryimportant;oralcontractislegallyenforceable.Copyright©2014PearsonEducation,Inc.55HowarecontractsviewedinJapan? Maybemadeverbally,inwriting,orbyconductbutarealwaysopentorenegotiation.HowarecontractsviewedbytheRussianFederation? Inthepastlittleneedexistedforcontracts;goodswereallocatedandfirmsacceptedwhatwassent.Thispracticeisnowchanging,buttheystillhaveproblemswiththeconcept.Copyright©2014PearsonEducation,Inc.56GlobalPatentsCompanyfilespatentapplicationwiththeU.S.Patentoffice;limitationtofileabroadisoneyearfromthedateoftheU.S.application.PatentCooperationTreaty-whenpatentsarefiledinothercountries,thenewpatentsclaimprioritytothedateontheU.S.patentthusprevailingovercompetingrightsofotherinvestors.Treatiesoverrideallotherdomesticlaws;nationsneedtobeawareoftheirsovereigntyandrememberthattreatiesshouldbebasedongoodscience,ratherthanonwishfulthinkingorbadpolitics.Copyright©2014PearsonEducation,Inc.57UnwrittenLawUnwrittenbusinesslawsarecalleddrawerregulationsinBrazilbecausetheyoperatefromunwrittenoperationalcodesratherthanlaws.Manydrawerregulationsaredisappearingwithcountriesjoiningfreetrademarkets.Inhigh-contextcultures(Japan),littleemphasisisgiventothewrittenword;thesituationwoulddeterminewhethertoadheretothelaw.Oralagreementswouldbeconsideredbinding,andwrittencontractswouldbeconsideredflexible.Copyright©2014PearsonEducation,Inc.58EthicsandtheLawprofitcompetitionjusticeadvertisingFourmotivationsforunethicalconductinbusiness:Copyright©2014PearsonEducation,Inc.59Thethreedimensionsofnegotiationethicsare:Means/ends–measuredbyutilityRelativism/absolutism–considerstwoextremes:eithereverythingisrelativeoreverythingiswithoutdeviationfromtheruleTruthtelling–considerswhetherconcealinginformation,consciousmisstatements,exaggeration,orbluffingduringnegotiationsisdishonestCopyright©2014PearsonEducation,Inc.60LawsRelatedtoEthics

inBusinessForeignCorruptPracticesActof1977-requiresU.S.companiestoaccountforandreportinternationaltransactionsaccuratelyandprohibitsbribes(includinggiftsandentertainment)thatareusedtogainabusinessadvantage.Copyright©2014PearsonEducation,Inc.61TheDoctrineofSovereignCompliance-aninternationallegalprinciplethatcanbeusedasadefenseinyourhomecountryforworkcarriedoutinahostcountrywhenthetwocountries'legalpositionsaredifferent.ExportTradingCompanyActof1982-allowscompaniesthatnormallywouldnotbeallowedtoparticipateinjointventurestodeveloptradingcompaniessimilartothoseinBritainandJapan(e.g.,GM,Ford,andChryslermakepartswithEuropeanandJapanesecarmanufacturerstojointlyproduceandsellcars).Copyright©2014PearsonEducation,Inc.62LegalandEthicalPracticesareViewedDifferentlyTheword"contraband"intheU.S.suggestsbreakingthelawbysmuggling.InLatinAmerica,however,theSpanishwordiscontrabando(fromthewordcontrabandido,whichmeans"againstthebandits,")andisviewedinapositiveway.Copyright©2014PearsonEducation,Inc.63InternationalTravelandLawAPassport-proofofcitizenship;needacopyofyourbirthcertificateandcurrentphotos.Citizenship-thestateofbeingvestedwithcertainrightsanddutiesasanativeornaturalizedmemberofacountry.Visa-givesyoutherighttoenterandstayinacountryforaperiodoftimeforaspecificpurpose.Copyright©2014PearsonEducation,Inc.64Consulate-madeupofindividualssentbythegovernmenttoothercountriestopromotecommercialinterestsoftheirhomecountry.CustomsAgents-enforceexportandimportlawsofthecountry;havetherighttosearchandconfiscateanythingyoumayhavewithyou.Duties-importtaxesCopyright©2014PearsonEducation,Inc.65SuggestionsforInternationalTravelRegisterwiththeU.S.Embassyorconsulatewhenyouarrive.TurntotheEmbassyorconsulateforlegal,medical,orfinancialproblems.ContacttheAmericanConsulforalistofattorneys,tonotifyyourfamily,andtoprotestanymistreatment.TheConsulcanvisityouinjailbutcannotgetyoureleasedorprovideforbondsorfines.Copyright©2014PearsonEducation,Inc.66Rememberthatyouaresubjecttothelawsofthecountrywhileyouarethere.Registerwiththelocalauthoritiesifyouplanaprolongedvisit.Youmaybeaskedtoleaveyourpass-portovernightortocompletecertainforms.Useauthorizedoutletsforcashingchecksandbuyingairlinetickets;avoidtheblackmarketorstreetmoneychangersthatyouwillseeinmanycountries.Copyright©2014PearsonEducation,Inc.67Askbeforeyouphotographanythingtobesureitispermissible.Avoidthesecommoninfractionsofthelaw:tryingtotakehistoricalartifactsorantiquitiesoutofthecountry,customsviolations,immigrationviolations,drunkordisorderlyconduct,andbusinessfraud.ObtainanInternationalDriver’sLicenseifyouneedtodrive.Travelagentscanassistwiththis.Manycountriesrequireproofofinsurancewhiledriving.Copyright©2014PearsonEducation,Inc.68Donotdealindrugs;thisisaseriousoffenseinallcountries,andpenaltiescanbemuchmoreseriousthanintheU.S.,includingdeath.Keepalistofcreditcard/traveler’schecknumbersinasafeplaceincasetheyarelostorstolen.ObtainacopyofSafeTripAbroad.Copyright©2014PearsonEducation,Inc.69MakealistofsuchusefultelephonenumbersastheU.S.StateDepartment,AmnestyInternational(NewYork),andtheInternationalLegalDefenseCounsel(Philadelphia).Yourhealthshouldbeaconcern;getacopyofHealthInformationforInternationalTravelbytheCenterforDiseaseControlandPrevention.Betrustworthy,helpful,kind,friendly,courteous,obedient,cheerful,brave,andreverent.Copyright©2014PearsonEducation,Inc.70Country-SpecificTravelTipsBrazil–Passportsarerequiredandshouldbevalidforsixmonthsfromthedateofentry.Sincehotelaccommodationsvarywidely,amenitiesshouldbeconfirmed.Publictransportationincludessubwaysinlargercitiesaswellasbusesandtaxis.Canada–Since9/11/01,passportsforU.S.citizensenteringfromtheU.S.oranothercountryarerequired.Hotelaccommodationsinlarg