商务英语谈判Chapter7.pptx

Chapter 7;7.1;Verbal Aspects;A. Verbal Aspects;B.Nonverbal Aspects:Time, Space, Body Language;Different across cultures. Personalspace:America:don`t stand too close.A minimun of two feet away from the other person will do it. Eye contact:A sign of reliability and trustworthiness in the American and Canadian dominant cultures and Arabian cultures.Looking down is a sign of respect in Asian settings. ; Likes or dislikes,tensions,and assessing an argument are shown by numerous signs such as blushing,contraction of facial muscles,giggling,strained laughter or simply silence. People when seated,lean forward if they like what you are saying or are interested in listening .Sit back with crossed arms if they do not like the message. Blinking can be related to fellings of guilt or fear.;Individualism Collectivism;A.Individualism---collectivism;B.Power Differential;C.Uncertainty Avoidence;D.Masculinity--Femininity;Context Orientation in Major Cultures;Context Orientation in MajorCultures;Approaches of Typical Cultures to Negotiation;U.S. Approaches to Negotiation;Japanese Approaches to Negotiation;German Approaches to Negotiation;Latin American approaches to Negotiation ;African Approaches to Negotiation;The Evolution of Negotiation ;Two approaches to conflict;Two approaches to conflict A good thing A bad thing;Effective conflict management;International Business Negotiations;THANKS