跨文化商务沟通（英文版第6版）课件 第9、10章 商业惯例与社会习俗、跨文化谈判过程

Chapter9

Businessand

SocialCustomsCopyright©2014PearsonEducation,Inc.2TopicsVerbalexpressionsMaleandfemalerelationshipsHumorinbusinessSuperstitionsandtaboosDressandappearanceCustomsassociatedwithholidaysandholydaysOfficecustomsandpracticesCustomarydemeanor/behaviorBriberySpecialfoodsandconsumptiontaboosCopyright©2014PearsonEducation,Inc.3CustomsCustomsarebehaviorsgenerallyexpectedinspecificsituations;theyareestablished,sociallyacceptablewaysofbehavingingivencircumstances.ExamplesofU.S.customsincludeeatingturkeyonThanksgiving,startingpresentationswithajoke,andgreetingpeoplewith“Hi!”Copyright©2014PearsonEducation,Inc.4VerbalExpressions

Learnphrasesinthecountry’slanguage:HelloGoodbyePleaseI’msorryIamhavingagreattimeThankyousomuchNo,thankyouThisissuchadelightfulcountryCopyright©2014PearsonEducation,Inc.5CommonlyUsedExpressionsEnglishFrenchGermanSpanishGooddayBonjourGutenTagBuenosdias(bawn-JHOOR)(GOO-tunTAHK)(BWAY-nosDEEahs)GoodbyeAurevoir AufWiedersehenAdios(oreh-VWAHR)(owfVEE-der-zeyn)(ah-DYOS)PleaseS’ilvousplait Bitte Porfavor(seel-voo-PLEH)(BIT-the)(PORfah-vor)ThankyouMerciDankeGracias(mehr-SEE)(DUNK-uh)(GRAH-see-ahs)GoodBonsoir GutenAbendBuenasnochesEvening(bawn-SWAHR)(GOO-tunAH-bent)(BWAY-nahsNo-chase)ExcusemeExcusez-moi Verzeihung Perdoneme(ex-kyou-zay(far-TSY-oong)(per-DOH-nay-mey)MWAH)Copyright©2014PearsonEducation,Inc.6VerbalExpressionsIntheU.S.peopleoftenrespondtosomeonewithaone-wordreply:“sure,”“okay,”and“nope.”Suchbrevityseemsbluntbyforeignstandards;itissimplyanindicationoftheinformalitytypicalofU.S.persons.PeopleintheSouthernU.S.willoftensay“Y’allcometoseeus”whenbiddingsomeonegoodbye.Theexpectedreplyis“Thanks!Y’allcometoseeus,too.”Thisverbalexchangeisonlyafriendlyritual.Copyright©2014PearsonEducation,Inc.7VerbalExpressions“Don’tmentionit”and“Thinknothingofit,”inresponsetoacourtesyorfavor,areviewedbypersonsofotherculturesasrude.Whenbeingthankedforacourtesy,aresponseof“Youarewelcome”ispreferable.“What’sup?”and“How’sitgoing?”makenosensetopersonsforwhomEnglishisasecondlanguage.Copyright©2014PearsonEducation,Inc.8VerbalExpressionsAnewcomertotheU.S.didnotacceptajobonthe“graveyardshift”sincehethoughthewouldbeworkinginacemetery.Copyright©2014PearsonEducation,Inc.9VerbalExpressionsChitchat(smalltalkorlightconversation)isimportantingettingtoknowsomeone.Chitchatoftenincludescommentsabouttheweather,thephysicalsurroundings,theday’snewsoralmostanythingofanonsubstantivenature.PeopleoftheU.S.excelatsmalltalk;sodoCanadians,Australians,theBritish,andtheFrench.Copyright©2014PearsonEducation,Inc.10VerbalExpressionsSmalltalkseemstoposeproblemsforpeopleofsomecultures.Germans,forexample,simplydonotbelieveinit.Swedes,usuallyfluentinEnglish,havelittletosayinadditiontotalkingabouttheirjobs.TheJapanesearefrightenedbytheideaofsmalltalkasarepeopleofFinland,whoactuallybuybooksontheartofsmalltalk.Copyright©2014PearsonEducation,Inc.11VerbalExpressionsWhenengaginginchitchatwithsomeoneofanotherculture,thebestadviceisprobablytofollowtheotherperson’slead.Iftheytalkabouttheirfamily,thenyouwouldtalkaboutyours.Iftheyinitiatepoliticaldiscussions,youwouldjoininthediscourse.Copyright©2014PearsonEducation,Inc.12MaleandFemaleRelationshipsInhigh-contextsocieties,suchastheArabculture,peoplehavedefiniteideasonwhatconstitutesproperbehaviorbetweenmalesandfemales.Inlow-contextcultures,suchastheU.S.,littleagreementexists.Thus,bothpeopleoftheU.S.andvisitorsfromothercultureshavedifficultyknowinghowtoproceedinmale-femalerelationshipsintheU.S.sinceawiderangeofbehaviorsmaybeobserved.Copyright©2014PearsonEducation,Inc.13MaleandFemaleRelationshipsAcceptablemale/femalerelationshipsinanycultureinvolvestereotypes.AstereotypeofU.S.womenisthattheyaredomineeringand“loose”(havenoinhibitionsregardingsexualrelationshipswithavarietyofmen).Correspondingly,Americanmenareviewedasweakwhopermitwomentodominatethem.Copyright©2014PearsonEducation,Inc.14MaleandFemaleRelationshipsStereotypesofwomeninotherculturesincludethatAsianwomenarenonassertiveandsubmissive.AstereotypeofLatinAmericanmalesisthattheyarepredatoryandconstantlypursuewomenforsexualrelationships.Copyright©2014PearsonEducation,Inc.15MaleandFemaleRelationshipsSomeU.S.menfeelthreatenedbythemoreassertiverolesmanywomenareassuming.However,mostpeopleacceptthefactthatmenandwomencanworksidebysideintheworkplaceandthattheycanhaveafriendshipwhichdoesnothaveasexualcomponent.Copyright©2014PearsonEducation,Inc.16MaleandFemaleRelationshipsInMexico,treatmentofmenandwomenintheworkplacedifferssubstantiallyfromthatoftheU.S.Malesupervisorscustomarilykisstheirfemalesecretariesonthecheekeachmorningorembracethem.Despitethiscustom,seenasunduefamiliaritybyU.S.managers,problemswithsexualharassmentandgenderdiscriminationareuncommonaccordingtoMexicanmanagers.(However,U.S.managersinterviewedreportedtheopposite.)Copyright©2014PearsonEducation,Inc.17HumorinBusinessUsinghumorousanecdotesisawayofbreakingtheiceandestablishingarelaxedatmospherepriortogettingdowntobusinessininternationalmeetings.IntheU.S.,presentationsareoftenstartedwithajokeorcartoonrelatedtothetopic.Copyright©2014PearsonEducation,Inc.18HumorinBusinessMostEuropeancountriesalsousehumorduringbusinessmeetings.Asianhumorfindslittlemeritinjokesaboutsex,religion,orminorities;theytakewhatissaidquiteliterallyanddonotunderstandAmericanhumor.Germans,too,findhumoroutofplaceduringbusinessmeetings.Copyright©2014PearsonEducation,Inc.19HumorinBusinessPerhapsjokesshouldbeavoidedaroundpersonsofdiversecultures;Americanhumorishardtoexportandappreciate.Eventhoughtheintentionofhumorwastoputinternationalcolleaguesateaseandcreateamorerelaxedenvironment,theriskofoffendingsomeoneofanotherculture,oroftellingastorythatnooneunderstands,isgreat.Inshort,wedonotalllaughatthesamething.Copyright©2014PearsonEducation,Inc.20ANewYorkbusinessman,whofrequentlytraveledtoJapanonbusiness,oftenusedatranslatorforhisspeeches.Afteronesuchspeech,helearnedthattheJapaneseinterpreter’sversionofhisopeningremarkswentlikethis:“Americanbusinessmanisbeginningspeechwiththingcalledjoke.Iamnotsurewhy,butallAmericanbusinessmenbelieveitnecessarytostartspeechwithjoke.(Pause)HeistellingjokenowbutfranklyyouwouldnotunderstandjokesoIwillnottranslateit.HethinksIamtellingyoujokenow.Politethingtodowhenhefinishesistolaugh.(Pause)Heisgettingclose.(Pause)Now!”Theaudiencenotonlylaughedappreciativelybutstoodandapplaudedaswell.Laterhecommentedtothetranslator:“I’vebeengivingspeechesinthiscountryforseveralyears,andyouarethefirsttranslatorwhoknowshowtotellagoodjoke”(Axtell,1990).Copyright©2014PearsonEducation,Inc.21SuperstitionsandTaboosSuperstitionsarebeliefsthatareinconsistentwiththeknownlawsofscienceorwhatasocietyconsiderstrueandrational.Examplesofsuperstitionsincludeabeliefthatspecialcharms,omens,orritualshavesupernaturalpowers.Copyright©2014PearsonEducation,Inc.22SuperstitionsSuperstitions,whicharetreatedrathercasuallyinEuropeandNorthAmerica,aretakenquiteseriouslyinothercultures.InpartsofAsia,fortunetellingandpalmistryareconsideredinfluentialinthelivesandbusinessdealingsofthepeople.Copyright©2014PearsonEducation,Inc.23SuperstitionsInmanycultures,badluckandevendeathareassociatedwithcertainnumbers.PeopleoftheU.S.thinkthat13isanunluckynumber.MostAmericanhotelsdonothaveathirteenthfloor,andevenahotelnumberendingin13mayberefused.Fridaythethirteenthisperceivedasanunluckyday.ManyU.S.personswillnotscheduleimportantevents,suchasweddingsormajorsurgery,onthisday.Copyright©2014PearsonEducation,Inc.24SuperstitionsTheChinese,whoalsobelievethatgoodluckorbadisassociatedwithcertainnumbers,feelthatfouristhemostnegativenumber,becauseitsoundslikethewordfordeath.HotelsinChina,HongKong,andTaiwanoftenhavenofourthfloor.SomeAsianairportshavenoGate4.Copyright©2014PearsonEducation,Inc.25SuperstitionsConversely,accordingtoChinesebeliefs,somenumbershavepositivemeanings.Forexample,thenumbersixrepresentshappinessandninerepresentslonglife.Thenumbersofpeopleinaphotographwillalsohavesignificance.ManyChinesepeoplebelievethathavingthreepeopleinaphotographwillresultindirecon-sequences,thatthemiddlepersonwilldie.Copyright©2014PearsonEducation,Inc.26Superstitions

Superstitionsheldbypersonsinsomeculturesinclude:WhathappensonNewYear’sDayforetellswhatwillhappenfortheentireyear.Attachingoldshoestothecarofnewlywedsassuresfertility.Walkingunderaladderwillbringbadluckaswillbreakingamirror.Givingtoomuchattentiontoanewbornwouldplacethechildinjeopardy;theevilspiritswillharmthebabyifitreceivestoomuchattention.Puttingyourpurseonthefloorwillresultinyourmoneyrunningaway.Copyright©2014PearsonEducation,Inc.27TaboosTaboosarepracticesorverbalexpressionsconsideredbyasocietyorcultureasimproperorunacceptable.Taboosarerootedinthebeliefsofthepeopleofaspecificregionorcultureandarepasseddownfromgenerationtogeneration.Copyright©2014PearsonEducation,Inc.28TaboosInArabcountries,itisconsideredtabootoaskaboutthehealthofaman’swife.InTaiwan,messagesshouldnotbewritteninredink,asthishasdeathconnotations.Writingaperson’snameinredalsohasnegativeassociationsinKorea,partsofMexico,andamongsomeChinese.AU.S.Englishteachermadecommentsandconstructivecriticismsinredinkonherstudents’papers.WhileU.S.studentswereaccustomedtothispractice,herKoreanstudentswerenot.Thesered-inkednotessentshockwavesthroughthefamiliesofKoreanstudents,whoassociatedredinkwithdeath.Whenthefamiliestoldtheprincipalofthistaboo,heaskedallteacherstorefrainfromusingredinkonanystudent’spaper.Theychangedtoothercolors(Dresser,2005).Copyright©2014PearsonEducation,Inc.29Copyright©2014PearsonEducation,Inc.30Thegeneralruleeverywhereisthatforbusinessyoushouldbe“Buttonedup”:conservativesuitandtieformen,dressorskirtedsuitforwomen.Copyright©2014PearsonEducation,Inc.31U.S.BusinessDressQuiz:TrueorFalse?Adouble-breastedjacketiswornbuttonedwhenstandingorwalking.Thedesignofaman’stieandcoatpockethandkerchiefshouldnotbeidenticalbutshouldsharesomecolors.Wearingnumerousringsisdistractingandunbusinesslike.Menshouldalwayswearanundershirt.Pantsuitsareequallyeffectiveasskirtedsuitsindealingwithmenorwomen.MenshouldwearV-neckundershirtswithanopen-collarshirtsothattheundershirtdoesnotshow.Thecolorofhosieryshouldmatchtheshoe.Braces(suspenders)maybeclippedontotrousers.Bracesmaybeaccompaniedbyabelt,particularlyifthetrousersarelooseatthewaist.Copyright©2014PearsonEducation,Inc.32Cuffedanduncuffedtrousersareappropriateformen,butshorter,heaviermenshouldavoidcuffs.Men’sbusinesscasualshirtsshouldhaveacollar.Sleevelessdresses/blousesareappropriateofficeattireintheSunBelt.Short-sleevedressshirtsformenareacceptableintheSunBelt.Shoesshouldbethesamecolorasthehemofagarmentordarker.Womenshouldnotcarryapurseandanattachécase.Men’sshirtsleevesshouldbelongenoughsothataboutahalfinchextendsbelowthejacketsleeve.Whenoverseas,“doastheRomansdo”;wearwhatexecutivesinthehostcountrywear,notthe“uniform”ofyourU.S.office.Copyright©2014PearsonEducation,Inc.33CulturalDifferencesinDressandAppearanceInCanada,peopledressmoreconservativelyandformallythanpeopleintheU.S.InEurope,businessdressisveryformal;coatsandtiesarerequired,andjacketsstayonatalltimes.InJapan,dressisalsoformal.Womendressveryconservativelyandwearmutedcolorstotheoffice.Casualattireisusuallyinappropriate.Copyright©2014PearsonEducation,Inc.34InthePhilippines,menwearthebarong,aloose,whiteorcream-coloredshirtwithtailsout,nojacketortie.InSaudiArabia,thetraditionalArabicwhite,flowingrobeandheadclothmaybeworn.However,U.S.personsshouldnotattempttodressinalikemanner.Colorofclothingisanimportantconsideration.Donotwearblack,purple,orsolidwhiteinThailand.AvoidwearingallwhiteinthePeople’sRepublicofChinaaswhiteisthesymbolofmourning.Copyright©2014PearsonEducation,Inc.35Shoesareconsideredinappropriateincertainsituationsinvariouscultures.TheyshouldnotbewornwithinMuslimmosquesandBuddhisttemples.ShoesshouldberemovedwheninaJapanesehome.IntheArabculture,thesolesofyourfeetshouldnotbeshown.Womenshouldbeespeciallycarefultoconformtolocalcustoms.InArabcountries,womenshouldavoidwearingpantsandshouldwearclothesthatgivegoodcoverage.InEurope,womendonotwearpantstotheofficeortonicerestaurants.Asageneralruleforbusiness,dressconservatively.Copyright©2014PearsonEducation,Inc.36BusinessCasualDressBusinessdressinU.S.firmshasbecomeincreasinglycasualinthepastdecade.OverhalfofEuropeanfirmshaveacasualdresspolicy.SwedenhasthegreatestpercentageofcompanieswithcasualdresspolicieswhileEnglandhasthesmallestpercent.Copyright©2014PearsonEducation,Inc.37AtaWashingtonfirm,agroupofJapanesebusinessmenwhocameforameetingonaFridayfoundaroomfullofcasuallydressedpeople.Theymadeahastyretreat,believingtheyhadthewrongoffice(Alvarez-Correa,1996).Copyright©2014PearsonEducation,Inc.38HolidaysandHolyDaysThatMayAffectBusiness

U.S.ChristmasDayThanksgivingIndependenceDay(July4)NewYear'sDaySundayCanadaCanadaDayLaborDayAllSaintsDayChristmasDayBoxingDayCopyright©2014PearsonEducation,Inc.39FranceMardiGrasLiberationDayAscensionBastilleDayWorldWarIArmisticeDayGermanyGoodFridayAscensionWhitMondayDayofGermanUnityDayofPrayerandRepentanceCopyright©2014PearsonEducation,Inc.40EnglandMayDayEasterSundayandMondaySpringBankHolidaySummerBankHolidayLateSummerHolidayChristmasBoxingDayJapanComingofAgeDayNationalFoundationDayVernalEquinoxGreeneryDayChildren'sDayRespectfortheAgedDayMexicoSt.Anthony'sDayCarnivalWeekBirthdayofBenitoJuarezCincodeMayoCorpusChristiColumbusDayDayoftheVirginGuadalupeCopyright©2014PearsonEducation,Inc.41TheNetherlandsQueenBeatrix’sBirthdayLiberationDayChristmasNewYear’sDaySouthKoreaTheNewYearTheLunarNewYearIndependenceDayBuddha’sBirthdayMemorialDayConstitutionDayLiberationDayCh’usŏk,HarvestMoonFestivalNationalFoundationDayChristmasCopyright©2014PearsonEducation,Inc.42BrazilCarnavalTiradentesDayJuneFestivalsEasterLaborDayIndependenceDayMemorialDayRepublicDayChristmasNewYear’sDayChinaNewYear’sDayChineseLunarNewYearandSpringFestivalInternationalWorkingWoman’sDayLaborDayYouthDayChildren’sDayFoundingoftheCommunistPartyofChinaPeople’sLiberationArmyDayNationalDayCopyright©2014PearsonEducation,Inc.43OfficeCustomsandPracticesUsualhoursofworkinU.S.officesare9to5.InIran,businesshoursarefrom9:30a.m.to1p.m.and2to5p.m.,MondaythroughFriday.InsomeSouthAmericancountries,suchasBrazilandColombia,theworkweekis8a.m.to6p.m.,MondaythroughFriday(12noonto2p.m.lunch).Copyright©2014PearsonEducation,Inc.44OfficeCustomsandPracticesPeruhasoneofthelongestworkweeksintheworld:48hourswithbusinessesopenatleastsixdaysaweek.ThelunchperiodinU.S.firmsvariesfrom30minutestoanhour;breaktimesareusuallyone15-minuteperiodinthemorningandasecond15-minuteperiodintheafternoon.Europeanshavea1-to11/2-hourlunchbreak,20minutemorningandafternoonbreaks(oftenincludingbeerorwine),and15minutesattheendoftheworkdayforcleanuptime.Copyright©2014PearsonEducation,Inc.45OfficeCustomsandPracticesHiringandfiringpracticesvaryaccordingtotheculture.IntheU.S.hiringandfiringarebasedonjobeffectivenessandjobperformance;nojobispermanent.InEuropeeveryoneinthefirmhasacontractthatvirtuallyguaranteespermanentemploymentregardlessofthefinancialconditionofthecompany.Likewise,insuchcountriesasJapan,employeesconsidertheirjobstobepermanent.EmployeeswhoaredismissedreceivegenerousseverancepaybyU.S.standards.Copyright©2014PearsonEducation,Inc.46OfficeCustomsandPracticesThedegreeofformalityorinformalityfoundinU.S.officesvaries;inmajorcorporations,moreformalityoftenexiststhaninsmallcompaniesinruralareas.Copyright©2014PearsonEducation,Inc.47Demeanor/BehaviorBepunctual.MostpersonsintheU.S.willfeeloffendedifyouaremorethan10minuteslate.Ifyouagreetomeetsomeone,keeptheappointment.Treatfemaleswiththesamerespectgivenmales.Treatclerks,waiters,secretaries,taxidriverswiththesamecourtesyyouwouldshowsomeoneofrankandposition.Copyright©2014PearsonEducation,Inc.48Whentalking,keepanarm’slengthaway.U.S.personsdonotlikeforpeopletogettooclose.AvoidbowingandotherbehaviorthatisintendedtodisplayrespectasmostAmericansaremostuncomfortablewithsuchdisplays.Donotspeakloudlyinpublicplacesexceptatsportseventsandsimilaroutdoorevents.Keeptotherightwhenwalkinginmallsoronthestreet.Copyright©2014PearsonEducation,Inc.49Donottouchotherpeopleinpublic.(Pushingyourwaythroughacrowdisconsideredquiterude.)Waityourturnwhenstandinginlineatthepostoffice,bank,ortheatre.Giveprioritytothefirstpersonwhoarrives(ratherthantopeoplewhoareolderorwealthier).Donotblocktraffic;donotblocksomeone’sviewataballgameorotherpublicevents.Beconsiderateofnonsmokers;manybuildingsintheU.S.aresmokefree.Copyright©2014PearsonEducation,Inc.50TheU.S.isa"do-it-yourself'country;nosocialstigmaisattachedtodoingone'sowndailychores,nomatterhowmenial.U.S.personshavecertaincustomssurroundingspecialholidays:StayingupuntilmidnightonNewYear'sEve;havingturkeyandpumpkinpieonThanksgiving.Copyright©2014PearsonEducation,Inc.51BriberyBriberyisthegivingorpromisingofsomething,oftenmoney,toinfluenceanotherperson’sactions.Whilebriberyisnotofficiallysanctionedorcondonedinanycountry,itisunofficiallyapartofbusinessinmanyculturesandisconsideredneitherunethicalnorimmoralinanumberofcountries.InNigeria,forexample,onemustpaythecustomsagentstoleavetheairport,whileinThailandandIndonesiagettingadriver’slicenseinvolvesgivingatiptoanagent.Copyright©2014PearsonEducation,Inc.52BriberyTheUnitedStateshasthemostrestrictivelawsagainstbriberyintheworld.Companiesfoundguiltyofpayingbribestoforeignofficialscanbefinedupto$1million,andguiltyemployeesmaybefinedupto$10,000.ManyU.S.competitors,includingItalian,German,andJapanesefirms,notonlyusebriberyininternationaltransactionsbutmaydeducttheamountofthebribeontheirtaxesasanecessarybusinessexpense.Copyright©2014PearsonEducation,Inc.53BriberyAsbusinessbecomesmoreglobalized,differentperceptionsexistregardingtheappropriatenessofcertainincentives.Whatisperceivedasbriberyisculturallyrelativejustasaperson’sconsciencecanbecome“culturallyconditioned.”Whatisconsideredatip(toensurepromptness)inonecultureisconsideredillegalinanother.Copyright©2014PearsonEducation,Inc.54

MikeLorelliofPizzaHutsharedthisexperiencerelatedtobriberyinothercultures:

“IntheMiddleEastorBrazil,theywouldthinkyouarecrazyfornotofferingabribe,becausetothemthereisabsolutelynothingwrongwithbribery.You’reanoddball,butthereisnotathingyoucandoaboutit.”

BriberyCopyright©2014PearsonEducation,Inc.55BriberyProfessionalgo-betweensaresometimeshiredtoassurethattheproperpersonsaretippedtoavoiddelaysinapprovalsanddelivery.PeopleoftheU.S.cannot,ofcourse,beinvolvedinpayingthesecommissions;thisresponsibilitywouldbeleftwiththelocaljoint-venturepartnerordistributor.Copyright©2014PearsonEducation,Inc.56UnusualFoods

U.S.-corn-on-the-cob,grits,popcorn,marshmallows,crawfishSouthKorea-dogmeatSaudiArabia-sheep'seyeballsMexico-chicken'sfeetinchickensoupChina-duck'sfeetRussia-DanishpastrystuffedwithrawcabbageSomeAfricancountries-gorillaCopyright©2014PearsonEducation,Inc.57

"CustomsofficialsinTaiwanseized11tonsofchickentesticles,whichtheysaidhadbeensmuggledinfromHongKong.TheChinesedelicacy,saidtobeanaphrodisiac,wasdisguisedasfrozenshrimp."

Copyright©2014PearsonEducation,Inc.58MoreBusinessTravelersareGoingGlobalMasteroffivelanguages,PatrickLarbuissoneatssheepintestinestohelpgreasebusinessdealsinSaudiArabia.Heswallowswithasmilebutis"sicklikehellthenextday."Atleastheknewtheruletofollow:eatwhatyouareoffered.Copyright©2014PearsonEducation,Inc.59ConsumptionTaboosU.S.-horsemeatanddogmeatStrictMuslims-porkandalcoholOrthodoxJews-pork,shellfish,meat,andmilktogetherHindus-beefChapter10

InterculturalNegotiationProcessCopyright©2014PearsonEducation,Inc.62ObjectivesDefinetheinterculturalnegotiationprocessUnderstandthestepsinthenegotiationprocessLearnhowtoavoidmistakescommonlymadeininterculturalnegotiationsBecomeknowledgeableaboutinterculturalnegotiationmodelsUnderstandnegotiationstrategies,includingconflictresolutionUnderstandvarioustradeagreementsthataffectinterculturalnegotiationsCopyright©2014PearsonEducation,Inc.63DefinitionInterculturalnegotiationinvolvesdiscussionsofcommonandconflictinginterestsbetweenpersonsofdifferentculturalbackgroundswhoworktoreachanagreementofmutualbenefit.Copyright©2014PearsonEducation,Inc.64“Inbusiness,youdon'tgetwhatyoudeserve,yougetwhatyounegotiate.”

Whytake“no”forananswer?Successfulpeopledon't.Theygetwhattheywantbynegotiatingbetterdealsforbothparties.

Copyright©2014PearsonEducation,Inc.65winningameansofgettingwhatyouwantfromothersgainingthefavorofpeoplefromwhomyouwantthingsmanagingpowerandinformationtimeandopportunitymanagementmoreofanartthanasciencesellingtheleasttroublesomemethodofsettlingdisputesNegotiationis...Copyright©2014PearsonEducation,Inc.66StepsintheNegotiationProcessPreparationandSiteSelectionTeamSelectionRelationshipBuildingOpeningTalksDiscussionsAgreementCopyright©2014PearsonEducation,Inc.67PreparationandSiteSelectionHiringaconsultantinthecountryNegotiatingresourcevideosandwrittenmaterialsarehelpfulChoosingasite—hereortherecanbeimportantCopyright©2014PearsonEducation,Inc.68TeamSelection

howteamisselectedbackgroundofplayersexpectationsofothernegotiators,theirstyle,andtherolestheyhaveplayedinpastnegotiationsenvironmentfreeoftensionCopyright©2014PearsonEducation,Inc.69RelationshipBuildingTimerequiredIntermediariesoragentsFriendshipversusbusinessrelationshipCopyright©2014PearsonEducation,Inc.70OpeningTalksShouldtheystartpromptlyorshouldyouengageinsmalltalk?Isanagendaproperornot?Whoshouldbepresent?Copyright©2014PearsonEducation,Inc.71DiscussionsVarietyofbehaviorsandnormsEmotionsConcessionsCopyright©2014PearsonEducation,Inc.72AgreementClosenegotiationsproperly.Expectdelays.Gettaxandlegaladvice.Expectalongwaituntilfinalapproval.Understandthatcontractsarenotalwaysconsideredfinal.Copyright©2014PearsonEducation,Inc.73CommonNegotiationMistakesMakingnegativeinitialimpressionFailingtolistenandtalkingtoomuchAssumingunderstandingbytheothercultureFailingtoaskimportantquestionsShowingdiscomfortwithsilenceUsingunfamiliarandslangwordsInterruptingthespeakerFailingtoreadthenonverbalcuesFailingtonotekeypointsMakingstatementsthatareirritatingorcontradictoryFailingtopreparealistofquestionsfordiscussionBeingeasilydistractedFailingtostartwithconditionaloffersFailingtosummarizeandrestatetoensureunderstandingHearingonlywhatyouwanttohearFailingtousefirst-classsupportingmaterialsCopyright©2014PearsonEducation,Inc.74InterculturalNegotiationModels