[跨文化].ppt

Intercultural Negotiation Definition of Negotiation Negotiation: the process of persuading to change one’s mind or action Characteristics Important in social life Not always the best way Have close relationship with cultural Elements Negotiator : American: skill of preparation planning Japanese : dedication Place: neutral places Time :Americans (dilatory[d?l?t(?)r?] tactics[t?kt?ks] ) Status: A: everyone is equal; Eastern: high status 1 3 4 2 Form of Decision （决策形态） Locus of decision（决策的中枢） Initiation coordination（意见的发起和协调） Temporal orientation （时间取向） Mode of reaching decision（达至决策之模式） Decision criterion[kra?t??r??n] （决策标准） Communication style （沟通形态） National Character （国家性格） Self-images French take pride in their culture Implicit Assumption Relationship (Chinese ) Cultural differences effect on logic the process of persuasion dilatory tactics 拖延战术（American） Cultural Noise Cultural variables that undermine the communication of intended meaning Barrier: verbal nonverbal Verbal negotiating tactics（Adler) Promise (承诺) Threat (恐吓) Recommendation(劝告) Warning (警告) Reward(奖赏) Punishment (惩罚) Normative appeal(规范性诉求) Commitment(诺言) Self- disclosure(自我表露) Question(质问) Command(命令) Nonverbal negotiating tactics Silence(沉默) 10s 1.Japanese 2. American Conversational overlaps(交谈重叠) 1. Brazilian 2.Japanese Facial gazing(面部直视) time(long) 1. Brazilian 2.American Touching (触摸) times 1. Brazilian 2. American Japanese Interpretation translation hard to find equivalent word in both languages Misinterpretation mistranslation Professional interpreter translator During negotiation Subjective meaning (individualism) Not exist in language (new words 忐忑) Hard to translate the morphology of thinking(L: factual-inductive事实归纳; H: feeling-intuitive情感直觉) The proceed of intercultural negotiation Planning(计划) Interpersonal relationship building(建立关系) Exchanging task-related information(交换相关资讯) Persuading(说服) Concessi