教学课件 跨文化交际实训.ppt

Comprehension Questions Describe your strategies for negotiating with people whose culture believes that to win is everything. 2. Discuss differences in negotiating with people who are group oriented versus those who are individual oriented. Give examples of cultures that are group oriented and those that are individual oriented. V. Intercultural Negotiation Guidelines 跨文化谈判方针 Before the Negotiation 谈判前 Rule 1: Determine that the negotiation is feasible. Rule 2: Define the objectives to be gained from the negotiation. Rule 3: Research your facts such as culture-specific information and business style. Rule 4: Decide on your strategy. Rule 5: Send the proper team including your own interpreter; if consultants are proper, include them. Do not change negotiators. V. Intercultural Negotiation Guidelines 跨文化谈判方针 Beginning the Negotiation 开始谈判 Rule 6: Allow plenty of time. Do not, however, tell the other side your timetable. Rule 7: make sure the environment is correct, be familiar with the agenda. Case AnalysisCase 1 Case 2 Case 1 Your organization is having a large party for its worldwide distributors in the United States. Since there will be people from all over the world, what would you serve for meals to avoid offending anyone? Case 2 you have unknowingly arrived in Mexico during Carnival Week. Because people are busy partying and celebrating, they are not interested in meeting with you to discuss business. However, since you are here, they have invited you to join in their activities. Should you accept or reject their invitation? Case AnalysisCase 3 A Japanese businessman on his first visit to the United States was pleased to be invited to a U.S. executive’s home for cocktails. He arrived promptly at 7 p.m. The host introduced him to a small group of people, and then returned to the front door to greet others who were arriving. The Japanese businessman apparently had nothing to contribute on the seemingly mindless topics that were discussed. After a few