国际商务谈判(第三版)教学课件第8章
合集下载
- 1、下载文档前请自行甄别文档内容的完整性，平台不提供额外的编辑、内容补充、找答案等附加服务。
- 2、"仅部分预览"的文档,不可在线预览部分如存在完整性等问题,可反馈申请退款(可完整预览的文档不适用该条件!)。
- 3、如文档侵犯您的权益，请联系客服反馈,我们会尽快为您处理(人工客服工作时间：9:00-18:30)。
In order to smooth the negotiation process, both sides need to make cultural preparations ahead of time, including understanding the culture of the opposite side, asking questions and sufficient communications.
2）What is your opinion on Iceberg Model of Culture? Please give an example.
The Iceberg Model of Culture shows us that only some superficial phenomena are presented to the public, while more in-depth values are buried under, which is harder for people to notice and pay enough attention to. An example is that during an international business negotiation, an American company representatives found that the Chinese company representatives were always nodding no matter what the American team said. They believed that the Chinese team were impolite because they seemed to pretend that they agreed with the American team at all points, while later they threw out some sharp challenges to the American team. In fact, Chinese team nodded with smile to show their traditional Chinese values of respect, kindness and patience in the situation of other people speaking. But business is business, challenges with sharp words then followed still.
Multicultural Differences.
Cultural influences on international negotiations
The Iceberg Model of Culture
Different layers of culture
Four ways impacting negotiations
The second element to discuss is the fifth one – very different ideologies. Even when two parties are doing negotiations around the same target products, they must have very different ways of looking at money, investment, profits, rights and so on. In this case, both sides also need to learn about the ideologies of the opposite side ahead of time and respect, or even compromise when necessary.
Different layers of culture
01 National
culture
National culture gives the overall framework of cultural concepts and legislation for business activities.
04
Individual behavior
/decision maker
In the interaction environment, the individual becomes the core person who interacts with other actors.
Hofstede’s model of Cultural dimensions
Culture understanding can make negotiations more effective, efficient and productive. Cultural misunderstandings will lead to negative communications, or even failure in negotiations.
Deal with the laws, policies and political authorities of more than one nation.
Two problems derived from different currencies
International situation and different ideologies.
Chinese team offered Maotai, one of the most expensive liquors, to treat guests. However, the Muslims are not allowed to drink at all, and so the Malaysian team was offended.
Section A
Discussion Questions
1. Choose two distinctive elements of international business negotiations from the text and illustrate them.
2. What is your opinion on Iceberg Model of Culture? Please give an example.
目录
1. Lead-in
Contents
2. Reading: Section A & Section B
3. Background Information
4. Words nad Expressions
5. Situational Dialogue in Negotiation
6. Roe-play Task
Company
03 /organizational
culture Company/orga nizational culture consists of the shared values, beliefs, meanings and behaviors of the members of a function within an organization.
Key to the Questions
1) Choose two distinctive elements of international business negotiations from the text and illustrate.
There are quite a few distinctive elements of international business negotiations. The first to discuss is the laws, policies and political authorities that both parties need to handle. It is normal that people all take first consideration of their own life and work experience, as well as the related laws and politics of their own countries. However, since international negotiations aim at connecting the two sides though coordinating both backgrounds, then both parties need to learn sufficient politics before, throughout and after the negotiation process. Otherwise, misunderstanding, disrespect and conflicts will occur frequently, in some cases even leading to failure of negotiations.
02 Business
/Industry culture Business/industry culture is the certain competitive framework within a specific industry where the players know the rules of the game.
Language differenceslement 2)
Presence of different currencies.
Element 3
Element 4
Element 5
Element 6
Participation of governmental authorities.
Power/Distance (PD) Individualism (IDV) vs. Collectivism Uncertainty/Avoidance index (UAI)
Masculinity (MAS) vs. Femininity Long-term orientation (LTO) Indulgence (IND) vs. Restraint
Chapter 8 Cross-Cultural Business Negotiation
Quotation
Cultural difference in international business negotiation is a land mine.
---Liu baiyu, Chinese Professor
Reading
Section A Forewarned Is Forearmed Section B Building Trust Before Heading to the Table with Japanese
Reading Section A
Distinctive elements of international business negotiations
Reference answers: 1. List two cultural conflicts in the above case.
The Malaysian team thought being late was okay but the Chinese team regarded being late as impolite.
Reference answers:
2. What role do you think cultural factors played in this case?
Cultural values and customs represent the people’s backgrounds and rules of life.
7. Chinese Case
8. Chinese Culture
02
Lead-in
Questions: 1. List two cultural conflicts in the above case.
2. What role do you think cultural factors played in this case?
2）What is your opinion on Iceberg Model of Culture? Please give an example.
The Iceberg Model of Culture shows us that only some superficial phenomena are presented to the public, while more in-depth values are buried under, which is harder for people to notice and pay enough attention to. An example is that during an international business negotiation, an American company representatives found that the Chinese company representatives were always nodding no matter what the American team said. They believed that the Chinese team were impolite because they seemed to pretend that they agreed with the American team at all points, while later they threw out some sharp challenges to the American team. In fact, Chinese team nodded with smile to show their traditional Chinese values of respect, kindness and patience in the situation of other people speaking. But business is business, challenges with sharp words then followed still.
Multicultural Differences.
Cultural influences on international negotiations
The Iceberg Model of Culture
Different layers of culture
Four ways impacting negotiations
The second element to discuss is the fifth one – very different ideologies. Even when two parties are doing negotiations around the same target products, they must have very different ways of looking at money, investment, profits, rights and so on. In this case, both sides also need to learn about the ideologies of the opposite side ahead of time and respect, or even compromise when necessary.
Different layers of culture
01 National
culture
National culture gives the overall framework of cultural concepts and legislation for business activities.
04
Individual behavior
/decision maker
In the interaction environment, the individual becomes the core person who interacts with other actors.
Hofstede’s model of Cultural dimensions
Culture understanding can make negotiations more effective, efficient and productive. Cultural misunderstandings will lead to negative communications, or even failure in negotiations.
Deal with the laws, policies and political authorities of more than one nation.
Two problems derived from different currencies
International situation and different ideologies.
Chinese team offered Maotai, one of the most expensive liquors, to treat guests. However, the Muslims are not allowed to drink at all, and so the Malaysian team was offended.
Section A
Discussion Questions
1. Choose two distinctive elements of international business negotiations from the text and illustrate them.
2. What is your opinion on Iceberg Model of Culture? Please give an example.
目录
1. Lead-in
Contents
2. Reading: Section A & Section B
3. Background Information
4. Words nad Expressions
5. Situational Dialogue in Negotiation
6. Roe-play Task
Company
03 /organizational
culture Company/orga nizational culture consists of the shared values, beliefs, meanings and behaviors of the members of a function within an organization.
Key to the Questions
1) Choose two distinctive elements of international business negotiations from the text and illustrate.
There are quite a few distinctive elements of international business negotiations. The first to discuss is the laws, policies and political authorities that both parties need to handle. It is normal that people all take first consideration of their own life and work experience, as well as the related laws and politics of their own countries. However, since international negotiations aim at connecting the two sides though coordinating both backgrounds, then both parties need to learn sufficient politics before, throughout and after the negotiation process. Otherwise, misunderstanding, disrespect and conflicts will occur frequently, in some cases even leading to failure of negotiations.
02 Business
/Industry culture Business/industry culture is the certain competitive framework within a specific industry where the players know the rules of the game.
Language differenceslement 2)
Presence of different currencies.
Element 3
Element 4
Element 5
Element 6
Participation of governmental authorities.
Power/Distance (PD) Individualism (IDV) vs. Collectivism Uncertainty/Avoidance index (UAI)
Masculinity (MAS) vs. Femininity Long-term orientation (LTO) Indulgence (IND) vs. Restraint
Chapter 8 Cross-Cultural Business Negotiation
Quotation
Cultural difference in international business negotiation is a land mine.
---Liu baiyu, Chinese Professor
Reading
Section A Forewarned Is Forearmed Section B Building Trust Before Heading to the Table with Japanese
Reading Section A
Distinctive elements of international business negotiations
Reference answers: 1. List two cultural conflicts in the above case.
The Malaysian team thought being late was okay but the Chinese team regarded being late as impolite.
Reference answers:
2. What role do you think cultural factors played in this case?
Cultural values and customs represent the people’s backgrounds and rules of life.
7. Chinese Case
8. Chinese Culture
02
Lead-in
Questions: 1. List two cultural conflicts in the above case.
2. What role do you think cultural factors played in this case?