国际商务谈判-中国人民大学出版社-PART2.pptxVIP

Practical Solutions To Global Business Negotiations克劳德?赛利奇（Claude Cellich）苏比哈什?C ?贾殷（Subhash C. Jain）著Part 2 Negotiation of Environment and SettingChapter 2 Role of Culture in Cross-B order Negotiations PART 2Chapter 3 Selecting Your Negotiating Style CHAPTER 2Role of Culture in Cross- Border NegotiationsMerchants throughout the world have the same religion.— Heinrich HeineCHAPTER 2Role of Culture in Cross- Border NegotiationsCultureCulture includes all learned behavior and values transmitted through shared experience to an individual living within a society. It is commonly agreed that a culture must have these three characteristics:1. It is learned—that is, people over time transmit the culture of their group from generation to generation. 2. It is interrelated—that is, one part of the culture is deeply connected with another part, such as religion with marriage or business with social status. 3. It is shared—that is, most members of the group accept the tenets of the culture.Effect of Culture on NegotiationCultural differences can in? uence business negotiations in signi? cant and unexpected ways. Definition of NegotiationThe basic concept of Negotiation is interpreted differently from one cul- ture to another. In the United States, negotiation is a mechanical exercise of offers and counteroffers that leads to a deal.In Japan, negotiation is sharing information and developing a relationship that may lead to a deal.Effect of Culture on NegotiationSelection of NegotiatorsThe criteria for selecting negotiators vary from culture to culture. Usually, the criteria include knowledge of the subject matter, seniority, family connections, gender, age, experience, and status.ProtocolCulture affects the degree of formality the parties use in negotiations. Culture in? uences methods of greeting as well as dress codesEffect of Culture on NegotiationCommunicationThe many different languages of the world do not translate literally from one to another, and understanding the symbol