跨文化交际Unit-14

was delighted with a multi-million-dollar for men’s
underwear it received from a department store chain in
Saudi Arabia. The jockey shorts were packaged in the
MULTI-ACTIVE
Talks most of the time Emotional Displays feelings
Confronts emotionally Has good excuses Often interrupts People-oriented Juggles the facts Impatient Plans grand outline only
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1) Do you think the sweater the U. S. salesman wore was a factor in his failure to make a single sale? What was wrong with it?
2) If you had been there, how would you have reacted to the causally dressed salesman?
Win/Win
❖Integrative bargain ❖Celebrative/problemsolving process ❖Compatible goals
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3. Personal Style
Case Study
❖ Once a U. S. automobile parts manufacturer was shown on television trying to make a sale to some Japanese automobile firms. He was dressed in a boldly patterned cardigan sweater; his hosts were all in dark suits and white shirts. The TV camera caught a few of the hosts repeatedly looking at his sweater with something like alarm in their eyes, and looking away again. Finally it was reported that he failed to make even a single sale.
❖Let’s put our cards on the table.
❖Let’s go to the point.
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LINEAR-ACTIVE
Talks half the time Polite but direct Partly conceals feelings Confronts with logic Dislikes losing face Rarely interrupts Job-oriented Sticks to the facts Sometimes impatient Plans ahead step by step Limited body language Does one thing at a time Punctuality very important Truth before diplomacy
To arrive at a signed contract
Asian executives
To build a long-lasting relationship
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2. Negotiating Attitude
Win/Lose
❖Distributive bargain ❖Confrontational process ❖Incompatible goals
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3. Personal Style
Chinese
Spanishຫໍສະໝຸດ MexicansAmericans
Informal Negotiating
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4. Communication
American negotiators
Chinese negotiators
officials, the entire shipment of men’s briefs had to be
sent back to the United States for repackaging, costing
the firm thousands of dollars.
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usual way (three pairs to a package, with a picture of a
male modeling the briefs) and sent off to the customer
in Saudi Arabia. However, Saudi customs officials were
common (and conflicting) interests who enter into a process of interaction with the goal of reaching an agreement (preferably of mutual benefit). ❖ There must be both common interests and issues of conflict. Without common interests there is nothing to negotiate for, without conflicting issues there is nothing to negotiate about. ❖ Intercultural Negotiation ❖ According to Moran & Stripp (1991), intercultural negotiation involves discussions of common and conflicting interests between reasons of different cultural backgrounds who work to reach an agreement of mutual benefit. They further explain that negotiations take place within the context of the four C’s:
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Four Cs
SuSbuCIntboittmelteirtmelesotn
Conflicting Interests
Compromise
Criteria
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❖ Common interest considers that both parties in the
Intercultural Negotiation
Emotionalism
Negotiating Attitude Personal Style
Communication
Sensitivity to Time
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1. Negotiating Goal
American executives
4. Conclusion
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I. Defining Intercultural Negotiation
❖Negotiation ❖Intercultural Negotiation
❖ Moran & Stripp (1991)
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❖ Negotiation ❖ a modern definition of negotiation is two or more parties with
1) What was wrong with the packages of men’s underwear shipped to Saudi Arabia?
2) What do you think would be a proper way to package the underwear in order to be accepted by Saudi Arabians?
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Unit 14
Cultural Differences in Business Negotiation
In today’s class, we will…
define cross-cultural negotiation discuss the impact of cultural differences understand strategies & guidelines
Unlimited body language Multi tasks
Punctuality not important
Flexible truth
REACTIVE
Listens most of the time Polite and indirect Conceals feelings
Never confronts Must not lose face Doesn't interrupt Very people-oriented Statements are promises Patient Looks at general principles
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III. The Top Ten Ways Culture Affects Negotiating Style
Risk Taking
Team Organization
Building an Agreement
Form of Agreement
Negotiating Goal
negotiation share, have, or want something that the other party has or does.
❖ Areas of conflicting interests include payment,
distribution, profits, contractual responsibilities, and quality.
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II. The Impact of Cultural Differences on International Business Negotiations
❖Case Study
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Case Study
❖
The marketing manager of a U. S. knitwear firm
❖ Compromise includes areas of disagreement.
Although a win-win negotiated settlement would be best for both parties, the compromises that are negotiated may not produce that result.
shocked to see a near totally nude man on packages
that would be displayed in plain sight of Saudi women
and children. Consequently, to satisfy Saudi customs
❖ The criteria include the conditions under which the
negotiations take place.
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Sub title
Mono-cultural negotiation
Intercultural negotiation