国际商务谈判-中国人民大学出版社-PART2PPT课件
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▪ 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.
❖ Protocol
▪ Culture affects the degree of formality the
parties use in negotiations.
▪ Culture infl uences methods of greeting as
well as dress codes
-
6
GLOBAL BUSINESS NEGOTIATIONS
Merchants throughout the world have the same religion.
— Heinrich Heine
-
3
GLOBAL BUSINESS NEGOTIATIONS
CHAPTER 2 Role of Culture in Cross- Border Negotiations
PART 2
Chapter 2 Role of Culture in Cross-B order Negotiations
Chapter 3 Selecting Your Negotiating Style
-
2
GLOBAL BUSINESS NEGOTIATIONS
CHAPTER 2 Role of Culture in Cross- Border Negotiations
▪ In Japan, negotiation is sharing information and developing a relationship that may lead to a deal.
-
5
GLOBAL BUSINESS NEGOTIATIONS
Effect of Culture on Negotiation
▪ 3. It is shared—that is, most members of the group accept the tenets of the culture.
-
4
GLOBAL BUSINESS NEGOTIATIONS
Effect of Culture on Negotiation
Cultural differences can infl uence business negotiations in signifi cant and unexpected ways.
来自百度文库
❖ 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.
❖ 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.
❖ Culture
Culture includes all learned behavior and values transmitted through shared experience to an individual living within a society.
❖ It is commonly agreed that a culture must have these three characteristics:
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.”
▪ Body language is a case of nonverbal
communication.
-
7
GLOBAL BUSINESS NEGOTIATIONS
Practical Solutions To Global Business Negotiations
克劳德•赛利奇（Claude Cellich） 苏比哈什•C •贾殷（Subhash C. Jain）
著
1
-
GLOBAL BUSINESS NEGOTIATIONS
Part 2 Negotiation of Environment and Setting
▪ 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.
❖ Protocol
▪ Culture affects the degree of formality the
parties use in negotiations.
▪ Culture infl uences methods of greeting as
well as dress codes
-
6
GLOBAL BUSINESS NEGOTIATIONS
Merchants throughout the world have the same religion.
— Heinrich Heine
-
3
GLOBAL BUSINESS NEGOTIATIONS
CHAPTER 2 Role of Culture in Cross- Border Negotiations
PART 2
Chapter 2 Role of Culture in Cross-B order Negotiations
Chapter 3 Selecting Your Negotiating Style
-
2
GLOBAL BUSINESS NEGOTIATIONS
CHAPTER 2 Role of Culture in Cross- Border Negotiations
▪ In Japan, negotiation is sharing information and developing a relationship that may lead to a deal.
-
5
GLOBAL BUSINESS NEGOTIATIONS
Effect of Culture on Negotiation
▪ 3. It is shared—that is, most members of the group accept the tenets of the culture.
-
4
GLOBAL BUSINESS NEGOTIATIONS
Effect of Culture on Negotiation
Cultural differences can infl uence business negotiations in signifi cant and unexpected ways.
来自百度文库
❖ 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.
❖ 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.
❖ Culture
Culture includes all learned behavior and values transmitted through shared experience to an individual living within a society.
❖ It is commonly agreed that a culture must have these three characteristics:
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.”
▪ Body language is a case of nonverbal
communication.
-
7
GLOBAL BUSINESS NEGOTIATIONS
Practical Solutions To Global Business Negotiations
克劳德•赛利奇（Claude Cellich） 苏比哈什•C •贾殷（Subhash C. Jain）
著
1
-
GLOBAL BUSINESS NEGOTIATIONS
Part 2 Negotiation of Environment and Setting