chaneyibc6in11跨文化商务沟通人大英文版.pptx

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chaneyibc6in11跨文化商务沟通人大英文版.pptx

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Chapter11InterculturalNegotiationComponents

Copyright?2014PearsonEducation,Inc.2ObjectivesUnderstandtheelementsofcross-culturalnegotiationConsiderstereotypesthataffectinterculturalnegotiationsTakeintoconsiderationcomparativenegotiationstylesIdentifycharacteristicsofeffectivenegotiatorsUnderstandtheimportanceofprotocolininterculturalnegotiationsUnderstandhowgroupandindividualorientation,face-to-facestrategies,andthemediaaffectnegotiationsUnderstandhowpersonalconstructsaffectnegotiations

Copyright?2014PearsonEducation,Inc.3Cross-CulturalNegotiationComponentsTheplayersandsituationCulturalnoiseNationalculturePowerandauthorityPerceptionInterpretersandtranslatorsWomenasinternationalnegotiatorsEnvironmentRelationshipandsubstantiveconflicts

Copyright?2014PearsonEducation,Inc.4ThePlayersandtheSituationDeterminebackgroundoftheplayersAscertainexpectationsofnegotiatorsDeterminenegotiatingstyleDeterminerolenegotiatorshaveplayedinthepastProvideanenvironmentfreeoftension,conducivetoexchangeofideas,andproblemresolution

Copyright?2014PearsonEducation,Inc.5CulturalNoiseAnythingthatdistractsorinterfereswiththemessageLow-orhigh-contextArguments-emotionalorlogicalTrustbasedonlawsorfriendshipHighorlowrisktakersViewoftimeAuthoritativeorconsensualdecision-makingstyleAgreement-oralorwritten

Copyright?2014PearsonEducation,Inc.6NationalCulturePatternsofpersonalityGovernancestructureIntegratenegotiators’interestsNationalcultureisonlyoneoftheculturesweallcarrywithinourselves;otherculturesinclude:professional,socialclass,ethnic,regional,gender,andorganizational

Copyright?2014PearsonEducation,Inc.7PowerandAuthorityPoweristheabilitytoinfluenceothers.Powerhastobeacceptedtobemeaningful.Authorityisthepowertogivecommands.Balancedauthority–allowseachpartnertosharethedecision-makingrole.A