跨文化商务谈判课堂.pptVIP

Business Negotiation Across Cultures Term members Van Mona Handy Daphne Vanessa Chloe Liana 1 2020/4/5 1. Physical Context of Negotiation 2.The Influence of Cultural Differences on Negotiation 3. Negotiation Strategies 4. Phases of Negotiation 5. Communication in Negotiation 2 2020/4/5 The meaning of business negotiation across cultures ? Literal meaning : the negotiation between team come from different culture. ? Deep meaning : the negotiation belong to the negotiator whose have different ways of cultural form of thinking, emotional and behavior 3 2020/4/5 ? Site and Space ? Schedule and Agenda ? Use of Time Physical Context of Negotiation 4 2020/4/5 Site and Space Host team Under their control Determine physical things ( city building room …… ） Familiar Visitor team Doesnt have the same degreeof control Obey the host Not familiar 5 2020/4/5 Schedule and Agenda 1. Jet lag Which means the Visiting team need to know how to stay Alert about the mistiming 2.Control of Schedule The hosts must make a reasonable control of the schedule and agenda to find a good time to make negotiation. 3.The decision Maker The people who Keep the agenda must have a discussion with other group. 6 2020/4/5 Use of Time ? Use of time is related to the agenda. ? Different country have different attitude towards time. ? When we make agenda of different country we must think about the different culture 7 2020/4/5 American : Impatience ; Japan : Take time is show maturity and wisdom; Mid east : They dont get to meeting; Latin America : They always be late; China : They often make the sightseeing instead of negotiating. 8 2020/4/5 The Influence of Cultural Differences on Negotiation ? Negotiation Goal :Contract or relationship ? Negotiating Attitude :Win/Win or Win/Lose ? Personal Style: Formal and Informal ? Communication: Direct or Indirect ? Form of Agreement: General or Specific 9 2020/4/5 Negotiating Goal: C