《国际商务谈判》罗伊列维奇原版课件第十章.pptVIP

CHAPTER 10 International and Cross-Cultural Negotiation; IntroductionWe discuss this chapter by the following manner :First we discuss some of the factors that make international negotiation different. Then we turn to a discussion of the most frequent studied aspect of international negotiation. Next we examine the influence of culture on negotiations . We conclude this chapter with a discussion of cultural responsive strategies available to the international negotiator.; The titles ;;Environmental context ; Environmental context; Environmental context; Environmental context Salacuse (1988) suggests that negotiators facing unstable circumstance should include clauses in their contacts that allow easy cancellation or neutral arbitration, and consider purchasing insurance policies to guarantee contract provisions.? IdeologyIndividualism and capitalism Americans believe strongly in individual rights, the superiority of private investment, and the importance of making a profit in business. Negotiators from other countries do not share this ideology.; Environmental context; Immediate context;Immediate context; Immediate context; How do we explain international negotiation outcomes?;2. Conceptualizing culture and negotiation; _ Culture as Learned Behavior; _Culture as Shared Value;among the cultures :? Individualism/Collectivism;? Power Distance ;? Career Success/Quality of Life;? Uncertainty Avoidance;;Individualism/Collectivism;;Power Distance;Cultures with lower power distance are more likely to spread the decision making throughout the organization, and while leaders are respected, it is also possible to question their decisions.;Career Success/Quality of Life;Uncertainty Avoidance;Negotiators from low uncertainty avoidance cultures are likely to adapt to quickly changing situations and will be less uncomfortable when the rules of the negotiation are ambiguous or shifting. ;Shal