跨文化商务谈判(课堂PPT)

H: Yes, but it‘s hard to see how you can place such large orders. How could you turn over so many? We would need a guarantee of future business, not just a promise.
Informal: discuss the first name, seek to develop relationship, take off jackets
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The Differences of Personal Style
informal Chinese
formal
American
46%
Keep the agenda
time to make negotiation. must have a
discussion with other
group.
6
Use of Time
Use of time is related to the agenda.
Different country have different attitude towards time.
American, Spanish, French: Arrive at a signed contract
Chinese: Create a relationship
10
Negotiating Attitude: Win/Win or
Win/Lose
Win/win negotiators see deal-making as a collaborative and problem-solving process. Win/lose negotiators see it as confrontational.
When we make agenda of different country we must think about the different culture
7
American : Impatience ;
Japan : Take time is show maturity and
wisdom;
Mid east : They don’t get to meeting;
Latin America : They always be late;
China
: They often make the sightseeing
instead of negotiating.
8
The Influence of Cultural Differences on Negotiation
Form of Agreement: General or Specific
9
Negotiating Goal: Contract or relationship
Different cultures may view the very purpose of business negotiation differently.
Business Negotiation Across Cultures
Term members
Van Mona Handy Daphne Vanessa Chloe Liana
1
1. Physical Context of Negotiation 2.The Influence of Cultural Differences on
H: Shoot. Yes. I would be happy to answer any questions you may have.
D: Emm…Your products are very good. But I‘m a little worried about the prices you are asking.
H: That seems to be a little high, Miss Daphne. I don‘t know how we can make a profit with those numbers that you put forward to
D: Please, Handy, call me Daphne. Well, if we promise the future business-volume sales--that will slash your costs for making the Exec-U-ciser, right?
Schedule
to know how to stay The hosts must make a
3.The decision
Alert about the
reasonable control of
Maker
mistiming
the schedule and
The people who
agenda to find a good
D: Think about it, Please ! That‘s a big change from 25! 10 is beyond my negotiating limit. Any other ideas?
H: I don‘t think I can change it right now. Why don‘t we talk about it again tomorrow?
3
Physical Context of Negotiation
Site and Space
Schedule and Agenda
Use of Time
4
Site and Space
Host team
Visitor team
Under their control
Determine physical things (city building
D: We said we wanted 1000 pieces over a six-month period. What if we place orders for twelve months, with a guarantee?
H: If you can guarantee that on paper, I think we can discuss this further.Even with volume sales, our coats for the Exec-U-Ciser will not go down much.
Negotiation Goal :Contract or relationship
Negotiating Attitude :Win/Win or Win/Lose
Personal Style: Formal and Informal
Communication: Direct or Indirect
Culture factors also influence the form of written agreement. Most negotiators prefer specific agreements to general agreements.
Americans : prefer very detailed contracts that attempt to anticipate all possible circumstances and eventualities.
team come from different culture.
• Deep meaning : the negotiation belong to
the negotiator whose have different ways of cultural form of thinking, emotional and behavior
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Personal Style: Formal and Informal
Personal style concerns the approach a negotiator uses to interact with counterparts at the table.
Formal : address counterparts, avoid personal anecdotes, private and family life
French, Chinese: be indirect, make assumptions, communicate with references, circumlocutions and allusions, use body language
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Form of Agreement: General or Specific
Negotiation 3. Negotiation Strategies 4. Phases of Negotiation 5. Communication in Negotiation
2
The meaning of business negotiation across cultures
• Literal meaning : the negotiation between
D: Sure. I must talk to my office anyway. I hope we can find some common ground on this.
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The next day
D: Handy, I‘ve been instructed to reject the numbers you proposed; but we can try to come up with some thing else. Just what are you proposing?
Chinese : prefer a contract in the form of general principles rather than detailed rules.
15
D: I would like to get the ball rolling by talking about prices. So, shall we start?
room……）
Familiar
Doesn't have the same degreeof con Obey the host Not familiar
5
Schedule and Agenda
1. Jet lag
Which means the
2.Control of
Visiting team need
17%
French
20%
Germans
22%
Spanish Mexicans
48%
42%
13
源自文库
Communication: Direct or Indirect
Methods of communication vary among cultures.
Germans, Americans and Spanish：be direct, expect to receive a clear and definite response to proposals and questions.
Focus: If the negotiator primarily thinks of his own team’s outcome. The attitude will probably be to expect compromise. If the negotiator looks at both both his own team and the other’s team, then the attitude will probably be to expect each side to gain.
H: You mean that we will probably be asking for more?
D: That‘s not exactly what I had in my mind. I know your research costs are high, but what I would like is a 25% discount.