国际商务谈判-罗伊·J·列维奇-全套课件.ppt

TABLE 10.2 Ten Ways That Culture Can Influence Negotiation Negotiation Factors Range of Cultural Responses Definition of negotiation Contract Relationship Negotiation opportunity Selection of negotiations Protocol Communication Time sensitivity Risk propensity Groups versus individuals Nature of agreements Emotionalism Distributive Experts Informal Direct High High Collectivism Specific High Integrative Trust associates Formal Indirect Low Low Individualism General Low 6.3 Moral Development and Personal Values Kohlberg proposed