跨文化商务谈判.ppt

Communication in Negotiation Differences in Focus Styles of Negotiating Future Trend Differences in Focus Honor: Group membership, when it’s highly valued, can impact negotiations in a number of ways. Emotion: In some high-context cultures, public display of emotion is immaturity and shame to the group; But in low-context cultures, a deliberate concealment of emotion is considered to be insincere or poker-faced. Silence: Silence as a nonverbal communication tool can be very effective in negotiations. Silence makes low-context negotiators uneasy, like Japan. Country IDV UAI Arab World 38 / Japan / 92 South Korea / 85 Thailand / 64 Styles of Negotiating Japan: Japanese tend to focus on group goals, interdependence, and a hierarchical orientation. India: Indians are family oriented, religious and logical. Indian management is paternalistic toward subordinates. The United States: U.S. negotiators tend to rely on individual values, regarding everyone as an autonomous, independent, and self –reliant individual. Country PDI IDV Japan 54 / India 77 / The United States / 91 Future Trend The pictures show that businessmen from different cultures are trying to respect each other in business etiquette and have a better command of the styles of Japanese negotiation. Thereby, less misunderstandings in negotiation, the bond of world communication gets closer. Conclusion: With more and more frequent international cooperation in business, business negotiators will gradually become familiar with and adapt to various business negotiation styles under different cultural backgrounds. Business Negotiation Across Cultures Term members Van Mona Handy Daphne Vanessa Chloe Liana 1. Physical Context of Negotiation 2.The Influence of Cultural Differences on Negotiation 3. Negotiation Strategies 4. Phases of Negotiation 5. Communication in Negotiation The meaning of business negotiation