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 that an individual’s moral and ethical judgments are a consequence of achieving a particular developmental level or stage of moral growth. Kohlberg proposed six stages of moral development, grouped into three levels. The mixed findings are reasonably consistent with the growing literature that attempts to measure individual values and morality and related them to ethical decisions. 6.4 Contextual Influences on Unethical Conduct Past Experience Role of Incentives Relationship between the Negotiator and the Other Party Relative Power between the Negotiators Mode of Communication Acting as an Agent versus Representing Your Own Views Group and Organizational Norms and Pressure 7. How Can Negotiator Deal with the Other Party’s Use of Deception Ask Probing Questions Asking questions can revel a great deal of information, some of which the negotiator may intentionally leave undisclosed. Force the Other Party to Lie or Back Off (1) “Call” the Tactic (2) Discuss What You See and Offer to Help the Other Party Change to More Honest Behaviors (3) Respond in Kind (4) Ignore the Tactic 8. Chapter Summary In this chapter, we have discussed factors that negotiators consider when they decide whether particular tactics are deceptive and unethical. We began by drawing on a set of hypothetical scenarios to discuss how ethical questions are inherent