跨文化商务交际7-1.ppt

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2025-03-15 发布于广东
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跨文化商务交际7-1.ppt

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InAsia,unresolvedissuesarepartofthewholeweboftherelationshipbeingwovenbythenegotiationprocess.Asimultaneous,notsequential,approachmeansthenegotiatorslookatunresolvedissuesaspotentiallyresolvedbecauseofthedevelopingrelationshipbetweenthetwosides.1.2HonorGroupmembership,whenitishighlyvalued,canimpactnegotiationsinanumberofways.Negotiatorswhoseallegianceistoafamilygroup,suchastherulinghouseholdofsomeArabcountries,ortoanation,suchasKorea,maybemotivatedtogainthebestadvantageforthehonoroftheirgroup.Thefactthatsomethingbiggerthanthecorporationseemstobeatstakecanmakeanegotiatingteamlessflexible.Ontheotherhand,negotiatorswhoaremotivatedbyadesiretoupholdtheirindividualreputationsandrecordscanalsobeinflexibleaboutbackingdown.Thekeyisforyoutounderstandwhatmotivatesyourcounterparts.Thenyoucanaccommodatetheneedsoftheotherside.Ifyourcounterpartsaremotivatedtosucceedforthehonorofthegroup,thenyouneedtosendmessagesthatshowyouunderstand.Yourowngroupmembershipandloyaltywillbeimportanttoemphasize.Notbackingdownisverymuchrelatedtoateamsdecision-makingprocess.Ifitisaconsensus-basedprocess,thentheteamspositionwillhavebeendeterminedbylengthydiscussionsofthegroupbeforethenegotiationstakeplace.Thismakestheteamlessabletochangetheirpositionspontaneously.Theyhavetogobackandconsulttheothersinthegroupbeforetheycanagreetochangesintheirinitialposition.Ifindividualshaveauthoritytomakedecisions,theteamspositionmaybeflexibleandopentochangeforthatreason.1.3FormFormisveryimportantinhigh-contextcultures,andnowhereisformmoreimportantthaninnegotiationsessions.InArabcultures,sessionsbeginwithsmalltalk,andcommunicationisindirect.Insomesituations,negotiatorsmay