跨文化交际导论课件 第4章.pptVIP

Cultural Differences in Business Negotiation Chapter 8 Outlines I. Defining Intercultural Negotiation II. Intercultural Negotiation Variables General model Role of the individual Interaction: dispositions Interaction: process Outcome III. Intercultural Negotiation Guidelines A win-win strategy Understanding your counterparts Being an effective negotiator 20 rules for intercultural negotiation Approaching negotiations Formal negotiations: In formal negotiations business people talk about unit price, the conditions for a timely delivery and the clauses for compensations, or the investment proportions for a joint venture. Informal negotiations: e.g. you talk to your boss about the pay raise or the holidays, you contact your debtor about the overdue payment, you claim compensation to the supplier for a wrong dispatch of merchandise, you ask your subordinates to finish the work according to the scheduled timetable, etc. All these events are a test of your communication skills. I. Defining Intercultural Negotiation The word “negotiation” stems from the Roman word negotiari meaning “to acrry on business” and is derived from the Latin root words neg (not) and otium (ease or leisure). Obviously it was as true for ancient Romans as it is for most businesspersons of today that negotiations and business involve hard work. Definition of Negotiation Varies The very definition of negotiation can vary from culture to culture. - what a negotiation is designed to accomplish (purpose, process, defining the process, etc.) - in low context cultures, negotiation usually means achieving a good outcome for both parties through a discussion of the reasons and facts involved. - in a high context culture, negotiation has as its core element the relationship between the two parties. Ikle’s definition of negotiation (1) Ikle (1964) defines highlights some essential, seemingly intercultural aspects of interaction, the parties’ common and conflicting interests, a