国际商务礼仪（英文版）（第二版）Chapter 9 Negotiation Etiquette.pptVIP

Chapter 9Negotiation Etiquette Learning Objectives learn common barriers to negotiation know some etiquette issues worth considering in the cross-cultural business setting gain a knowledge of business etiquette/protocol associated with areas such as meeting and greeting, gift giving, exchanging business cards, dressing and conducting negotiations in some countries learn some tips on how to increase their chances of success when conducting cross cultural business negotiation Etiquette issues worth considering Greeting issues Body Language Issues Language Issues Relationship Issues Timing Issues Gender Issues Country negotiation etiquette guides Chinese negotiation etiquette Indian negotiation etiquette Saudi Arabian negotiation etiquette French negotiation etiquette Brazilian negotiation etiquette Conclusions Seek to understand the culture in question, and encourage the other side do the same. Know the specific negotiators in question. Plan your approach to minimize any negative impacts of cultural difference and to maximize the chances of success. Case Study (I) Bob de Jonge and his Thai associate, Chaiwat Soonvichai, are walking into a meeting in Bangkok. Chaiwat asks Bob casually, “Do you have the latest marketing portfolio with you?” Bob stops in his tracks and slaps his forehead. “Why on earth didn’t you ask me that earlier? Now there’s no time to go back and get it”. The two continue on and conduct a successful meeting yet a month later Chaiwat leaves the company. What went wrong? A)　Chaiwat saw the slapping of the forehead as an insult to his intellect. B)　Chaiwat felt a great loss of face through Bob’s reaction and felt compelled to leave the company. C) Bob should have apologized to Chaiwat after the meeting as the missing portfolio had no negative effect. D) Bob’s reaction was seen as hot-headed and Chaiwat construed that as a bad sign in terms of an employer. Case Study (II) George Tailor works as a supervisor for an engineering compa