跨文化交际实用教程Unit7讲述.ppt

Unit 7Cultural Variations in Negotiation Styles ? 2006 Prentice Hall 5-2 Negotiation Management’s ability to negotiate productively effects their ability to implement strategies Negotiation is the process of discussion by which two or more parties aim to reach a mutually acceptable agreement Negotiating across borders is more complex because of the number of stakeholders involved ? 2006 Prentice Hall 5-3 The Negotiation Process ? 2006 Prentice Hall 5-4 Stage One – Preparation Negotiator must familiarize themselves with The entire context and background of their counterparts To the specific subjects to be negotiated Differences in culture, language, and environment Managers must have an understanding of their own negotiating style ? 2006 Prentice Hall 5-5 Stage One - Preparation Managers should find out as much as possible about The kinds of demands that might be made The composition of the opposing team The relative authority that the members possess Develop a profile of their counterparts They consider different variables during this process as well ? 2006 Prentice Hall 5-6 The Negotiation Process Relationship building – taking time to build mutual trust before starting business discussions May require go-betweens Be prepared to wait for the other party to start business negotiations Exchanging task related information – during this stage each side makes a presentation and states its position, normally followed by a question-and-answer session Role reversal: showing an understanding of the other party’s viewpoint and needs ? 2006 Prentice Hall 5-7 The Negotiation Process Persuasion – during this stage both parties try to persuade the other to accept more of their position while giving up some of their own; there are recognizable tactics for this stage Stressful tactics Concessions and Agreements – at this point each side will make various concessions so that an agreement can be reached and signed ? 2006 Prentice Hall 5-8 Understanding Negotiation Styles ? 2006 P