国际商务谈判第二版Chapter11-12

4. In uncertaintyavoidance cultures
--To be fully prepared --Keep appointment strictly, schedule meeting in advance and do not be late --Discuss one issue at a time --Avoid interruptions and delays --Be formal . Never made critical comments about situations, conditions and people in public --Respect the need of other party to haggle
2. The European negotiation styles
2.1 The German negotiation style
--Being well prepared --Being efficient and practical --It seemed that Germans lack flexibility --Being responsible
2. In statusoriented cultures
--To have enough older or senior members with formal roles and status in society --Respect the line of hierarchy in the other team --Use tittles and symbols to indicate your status in society --Do business face to face
3.2 Southeast Asian negotiation style
--Hierarchy --Language --Time --Bargain --Decision
3.3 The Indian negotiation style
--Bureaucracy --Partnership --Communication --Social hierarchy --Bargain
--Avoid displays of impatience --Spend more time on interpersonal relating during your negotiation --Reciprocation of greetings, gifts and personal favors
International Business Negotiation
What is the aim of this course?
1. Acquiring knowledge of the basic principles of negotiation，the common and costly negotiating mistakes, and how to avoid them. 2. Developing interactive skills and the ability to communicate effectively.
--Being careful and strict with schedule --Being modest, frank, persevere and conservative --Dislike endless bargaining --Simple life
2.6 Eastern European negotiation style
--Dress conservatively --Do not use first name --Refrain joking and social chatting in pubic --Avoid negotiating over the phone and by mail
3. In futureoriented cultures
3. Developing the ability to recognize the specific feelings, values and beliefs that other people have about proper conduct in negotiation, and to adjust one’s attitudes and behavior to the issues and personalities involved in the particular case.
2.3 The British negotiation style
--Appropriateness relation in building social
--Do not think negotiation as important as Japanese and American do --Being bold and eloquent --Being inflexibility
1. In achievementoriented cultures
--To have enough technical knowledge and experience in negotiation team --Respect the need of the other party to look strong, competent and experienced --Use professional titles and qualification
4. The middleeast area negotiation styles
4.1 The Arabian negotiation style
--Etiquette --Tradition --Time --Agent
4.2 The Israel negotiation style
--Contract --Clear target and opinion --The key role --Knowledgeable
Chapter11-12 Cross-culture Business Negotiation
Questions in focus
(1) How do cultures vary? (2)What are the implications of cultural differences? (3)How to overcome the differences?
Key points for negotiating across cultures
--Planning is crucial. --Beware of making cultural assumptions. --Be flexible. --Language is an important link across cultures and between negotiators, but it also can be a barrier. --Non-verbal communication is a very important factor in intercultural negotiation. --Negotiating styles differ significantly across cultures.
2.2 The French negotiation style
--Personal friendship has business relationship --French only --Horizontal negotiation --By the people --Work vs life effect on
1.2 The Latin American negotiation style
--Respect and equality --No politics involved --Value friendship --Be inclined to break the contract --Close personal relationships
I. International business negotiation style
1. Negotiation styles in American countries
1.1 The USA negotiation style
--Being frank and confident --Being realistic and pragmatic --Respect law and efficiency
3. The Asian negotiation styles
3.1 The Japanese negotiation style
--Social status and ranks (Avoid direct criticism/direct refusal/ embarrassing questions, accept gifting) --Significance of presents --Being patient
--Relationship and transaction --Language --Social status of women --Title and position --Bargain --Decision
2.7 The Russian negFra Baidu bibliotektiation style
--Be conservative and inflexible --Contract details --Good at bargaining --Specialize in bartering
2.4 The Italian negotiation style
--Keeping no strict timetable --Smart-dressed --Extrovert and sentimental --Less rigid
2.5 The Scandinavian negotiation style
3. Choose students to answer questions. Question1, 2, 3, 4
5. The African negotiation styles
The African negotiation style
--Language and communication --Personal distance --Time and schedule --Negotiation style
Teaching Importance:
-- International business negotiation style -- Adopting cultures-specific strategies
Case Study
I Case study P178-182
1. Look through the case and consider following questions. 2. Invite students to translate the case.
II. Adopting cultures-specific strategies
We are not aware of our cultural bias We become blind to our own cultural norm Other culture are implicitly perceived as unfortunate deviations from the norm Stereotyping is common