[英语考试]Chapter Seven--2.pptVIP

Chapter Seven Cross-cultural Negotiation Structure Part 1： Language and Communication Part 2： Understanding Cultural Differences Part 3： Negotiation among Cultures Part 4： Cultural Conflict Management Summary ofInternational Business Negotiations Negotiation among Cultures Two iron rules of international business High-context cultures Vs Low-context cultures Task-centered Vs people-centered Pioneer Vs bureaucrat Relationship-focused Vs deal-focused cultures Formal Vs informal business cultures Rigid-time Vs fluid-time cultures Expressive Vs reserved cultures Approaches of Typical Cultures to Negotiation Two iron rules of international business 1. The seller expected to adapt to buyer 2. The visitor expected to observe local customs. High-context Cultures Middle East, Asia, Africa, and South America High-context cultures are relational, collectivistic, intuitive, and contemplative. Developing trust is an important first step to any business transaction. These cultures prefer group harmony and consensus to individual achievement. People are less governed by reason than by intuition or feelings. Words are not so important as context. Low-context Cultures North America and much of Western Europe Low-context cultures are logical, linear, individualistic, and action-oriented. People value logic, facts, and directness. Decisions are based on fact rather than intuition. Discussions end with actions. And communicators are expected to be straightforward, concise, and efficient in telling what action is expected. Explicit contracts conclude negotiations. Task-centered VS People-centered Task-oriented: 1. Pursue objectives relentlessly 2. Go to limits of morality 3. Tough, fighting, aware of tactical ploys Task-centered VS People-centered (Cont.) People-oriented: 1. Highly concerned about well-being of people 2. Give time to small talk 3. A diffuse approach: place importance to all events surrounding deal ( lunch together, social conversation o