——chapter跨文化谈判学习.pptxVIP

Chapter 5;文 化 因 素;一、引导案例Opening Case;1、案例大纲Case synopsis;（2）促成谈判的过程The Process of Causing Negotiation;（3）谈判细节The Details of Negotiation;The Second Day第二天;The Third Day第三天;The Fourth Day第四天;The Fifth Day第五天;The Sixth Day第六天;The Seventh Day第七天;（4）谈判结果The Results of Negotiation;（5）问题Questions;2、案例分析Case Analysis;（2）了解文化有助于谈判成功How Knowledge of Culture can Help 确认文化因素Identify cultural factors 就对方的文化提问Questions about an unfamiliar culture 最好地组织和设计谈判方式并说服对方The best way to organize and structure the negotiation communication and how best to persuade 用非言语语言信号和具体行为The Nonverbal and behavioral signals 决策方式、信息收集方式以及在异域文化中解决问题的方式The way of decision making, information collecting and problems solving in the other culture;在中国，结果和关系：哪个更重要？In China, Do Results or Relationships Take Priority? The Chinese value relationships as much as results Spend time developing the links and cultivate a sense of friendship and obligation 协调的观念The value of harmony Avoid displays of anger or express criticism that might cause loss of face Using shame ;Not use question asking as a primary learning method The purpose of question asking：核实信息的准确性Verify the accuracy；弄清一些技术问题Find out some technical problems；建立关系Build a relationship。;The Chinese perform tasks simultaneously The Chinese have a preference for form in negotiations The most important person on the negotiating team is the most senior in age Access to authority is mediated Interdependence characterizes Chinese social organization Tolerate uncertainty about outcomes;二、谈判要素 Factors in Negotiation;1、对谈判结果的预期Expectations for Outcomes;Winning means not having to make concessions beyond the reserve point (the bargaining limit established by a negotiating team before the negotiations begin) in order to gain the team’s objectives. Winning can also mean you have achieved an agreement in which the other side gives up more than you do.; 根据教材：Distributive negotiation——Bargaining that occurs when two parties with opposing goals compete over a set val