国际商务谈判 中国人民大学出版社 PART5

GLOBAL BUSINESS NEGOTIATIONS
The Cultural Divide
Masculinity pertains to societies in which men are supposed to be assertive and expected to seek material success. On the other hand, femininity refers to cultures where both men and women are supposed to be more modest and concerned with the quality of life. Negotiators from masculinity cultures are best suited for competitive strategies and adversarial tactics, leading to win- lose or lose- lose solutions. On the contrary, femininity cultures value cooperation, relationships, patience, and showing concern for the other party’s welfare, thereby favoring collaborative strategies of the win- win type.
Greater Emphasis on Price
E-negotiations often reflect a lack of cooperation coupled with more competitive moves centered on a single issue, namely, price
GLOBAL BUSINESS NEGOTIATIONS
Pros and Cons of E- Negotiations
The direct linkage between buyers and suppliers is likely to result in a restructuring of commercial distribution channels, with less reliance on intermediaries. As buyers’ requirements will be accessible to anyone connected to the Internet, greater competition among suppliers can be expected, resulting in lower prices and reduced profit margins. E- negotiators will need to be well prepared to face the competition and must emphasize their technical capacities, delivery capacities, reputation, and long- term commitment. Finally, despite the benefits of negotiating on the Internet, negotiators should continue to travel to their markets to maintain personal contact with customers and to assess the local business environment.
GLOBAL BUSINESS NEGOTIATIONS
Managing the Gender Divide
Women negotiators dealing with men executives should
GLOBAL BUSINESS NEGOTIATIONS
Proper Planning for E- Negotiations
Combine E- Negotiations With Face-to- Face Discussions
Cooperative Versus Competitive Approach in E- Negotiations E-negotiators must encourage sharing information in the early rounds, allowing both parties to reach the closing phase through the exploration of joint solutions.
Managing the Gender Divide
Getting Ready to Negotiate Across the Gender Divide
GLOBAL BUSINESS NEGOTIATIONS
The Gender Divide
Major differences between men and women negotiators.
— Bill Gates
GLOBAL BUSINESS NEGOTIATIONS
CHAPTER 12 Negotiating on the Internet
Merits of Negotiations Over the Internet Pitfalls of Internet Negotiations
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




GLOBAL BUSINESS NEGOTIATIONS
CHAPTER 13 Overcoming the Gender Divide in Global Negotiation
A woman with a voice is by definition a strong woman.
GLOBAL BUSINESS NEGOTIATIONS
Situations Suitable for E- Negotiations
The four Ps of negotiations:
Preparation Patience


Persuasion
problem solving
The Internet is also expedient when negotiating a repeat order or a small transaction that does not justify an investment in time, personnel, and financial resources.
PART 5 Miscellaneous Topics
CHAPTER 12 Negotiating on the Internet
PART 5
CHAPTER 13 Overcoming the Gender Divide in Global Negotiation
CHAPTER 14 Strategies for Small Enterprises Negotiating With Large Firms
GLOBAL BUSINESS NEGOTIATIONS
CHAPTER 12 Negotiating on the Internet E- launch business activities often have to be carried out in an order that may seem totally illogical.
GLOBAL BUSINESS NEGOTIATIONS
Strategies for Negotiations on the Internet
After several rounds of exchanges, negotiators tend to become obsessed with winning at all costs and begin to take greater risks while relying on more conflictual tactics.
By getting involved in this game, negotiators often fail to consider the context in which the transaction is taking place, do not consult others for advice, and forget the long-term consequences or benefits of their actions.
GLOBAL BUSINESS NEGOTIATIONS
The Corporate Culture
As each negotiation is rather unique, it is critical to select team members who are both qualified technically and sensitive to cultural diversity, including gender differences.
GLOBAL BUSINESS NEGOTIATIONS
Pitfalls of Internet Negotiations
Conflict Generation
Frequently, because of the absence of interface with the other party, e- negotiations can turn to “take it or leave it” offers, hardly the type of business strategies and tactics suitable for negotiating long- term agreements.