《国际商务沟通》课件PPT 09 Intercultural Negotiation.pptVIP

Intercultural Negotiation Factors in Negotiating Phases of Negotiation Factors in Negotiating Expectations for Outcomes Members of the Negotiating Team Physical Context of the Negotiation Communication and Style of Negotiating Expectations for Outcomes Different Goals Chinese Culture (1) to buy the best quality; (2) to develop an ongoing relationship; (3) to learn as much as they can about new technology; (4) exclusive access to the equipment. Canadian people Understand the only the first goal of Chinese people Expectations for Outcomes Fairness and Advantage In Asian, African, Middle