跨文化商务交际unit8InterculturalNegotiation教学教材演示幻灯片.ppt

Unit 8 Intercultural Negotiation;Negotiation;Two common beliefs about intercultural negotiation;;Cultural Barriers;Cultural Barriers;The Negotiation Process;Stage One - Preparation;Stage Two and Three;Stage four and five;The Western View of the Business Deal;Asian View of the Business Deal;Handling of Problems ;Opinion ;;;Low Context Perspectives;High Context Perspectives;Cultural dimesion ;Power Distance;Understanding Negotiation Styles;Profile of an American Negotiator;Profile of an Indian Negotiator;Profile of an Arab Negotiator;Japanese Approaches to Negotiation ;German Approaches to Negotiation ;Latin American Approaches to Negotiation ;African Approaches to Negotiation ;French ;Russian ;Chinese ;Korean ;;Same bed, different dreams;Smart Bargaining: Doing Business with the Japanese ;Eight tactics for negotiating with the Japanese;Now that China has risen to economic prominence, China is the focus of most writing about negotiating in Asia.; Imbalances;;36 Chinese Strategies China;History of “36 strategies”;Strategy 1: Cross the Sea by Deceiving the Sky ;Strategy 11: Sacrifice the Plum for the Peach;Strategy 15: Lure the Tiger out of the Mountain;Strategy 17—Toss out a Brick to Attract a piece of Jade;Strategy 29: Decorate the Tree with Fake Blossoms;Strategy 36: Retreat is the Best Option; Frequent use of Deception;;Effective Conflict Management;;Summary of International Business Negotiations