国际商务谈判 中国人民大学出版社 PART2

Definition of Negotiation
The basic concept of Negotiation is interpreted differently from one cul- ture to another.


In the United States, negotiation is a mechanical exercise of offers and counteroffers that leads to a deal.
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GLOBAL BUSINESS NEGOTIATIONS
Effect of Culture on Negotiation
Groups Versus Individuals
• In some cultures, individuality is highly valued. In others, the emphasis is on the group. In the United States, emphasis is placed on logic, formality, and legality of the agreement.
It is commonly agreed that a culture must have these three characteristics:
1. It is learned—that is, people over time transmit the culture of their group from generation to generation. 2. It is interrelated—that is, one part of the culture is deeply connected with another part, such as religion with marriage or business with social status. 3. It is shared—that is, most members of the group accept the tenets of the culture.
In Eastern cultures, time is fluid and circular. In the United States, time is fixed and valuable.
GLOBAL BUSINESS NEGOTIATIONS
Effect of Culture on Negotiation
CHAPTER 2 Role of Culture in Cross- Border Negotiations
Merchants throughout the world have the same religion.
— Heinrich Heine
GLOBAL BUSINESS NEGOTIATIONS

GLOBAL BUSINESS NEGOTIATIONS
Effect of Culture on Negotiation
Cultural differences can infl uence business negotiations in signifi cant and unexpected ways.
Protocol


GLOBAL BUSINESS NEGOTIATIONS
Effect of Culture on Negotiation
Communication
The many different languages of the world do not translate literally from one to another, and understanding the symbolic and physical aspects of different cultures’ communication is even more difficult to achieve. For example,Table the report in the United States means “postponement”; in England, it means “bring the matter to the forefront.”

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Space
Do people prefer a lot of personal space, or are they comfortable with less?
GLOBAL BUSINESS NEGOTIATIONS
Deeper Cultural Characteristics
Hofstede’s Cultural Dimensions
Practical Solutions To Global Business Negotiations
克劳德•赛利奇（Claude Cellich） 著 苏比哈什•C •贾殷（Subhash C. Jain）

GLOBAL BUSINESS NEGOTIATIONS
Risk Propensity
• In cultures in which risk propensity is high, negotiators are able to close a deal even if certain information is lacking but the business opportunity otherwise looks attractive. Negotiators belonging to risk- averse cultures demand additional information to examine all sides of a deal carefully before reaching a final agreement.
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Cultural differences among managers belonging to different types of companies
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Protocol and Deportment
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Understanding Culture
The first step in gaining cultural understanding is to identify the group or community whose culture you want to study. For negotiators, the relevant cultural knowledge can be divided into two categories: • (a) traditions, etiquette, and behavior of the • (b) players and the process. In addition to national cultures, negotiators need to be aware of professional and corporate cultures.
Nature of Agreement
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In traditional cultures, a deal is struck depending on family/political connections, even when certain aspects of the agreement are weak.


Body language is a case of nonverbal communication.
GLOBAL BUSINESS NEGOTIATIONS
Effect of Culture on Negotiation
Time

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The meaning and importance of time vary from culture to culture.
Selection of Negotiators
The criteria for selecting negotiators vary from culture to culture. Usually, the criteria include knowledge of the subject matter, seniority, family connections, gender, age, experience, and status. Culture affects the degree of formality the parties use in negotiations. Culture infl uences methods of greeting as well as dress codes
Cross-cultural etiquette
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Deeper Cultural Characteristics
Hall’s Framework

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Relationship
Is the culture deal focused or relationship focused?
In Japan, negotiation is sharing information and developing a relationship that may lead to a deal.
GLOBAL BUSINESS NEGOTIATIONS
Effect of Culture on Negotiation