跨文化交际英文版14 Cultural Differences in Business Negoti
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4. Conclusion
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I. Defining Intercultural Negotiation
❖Negotiation ❖Intercultural Negotiation
❖ Moran & Stripp (1991)
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❖ Negotiation
firm 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 usual way (three pairs to a
❖ a modern definition of negotiation is two or more parties with common (and conflicting) interests who enter into a process of interaction with the goal of reaching an agreement (preferably of mutual benefit).
packages that would be displayed in plain sight
of Saudi women and children. Consequently, to
satisfy Saudi customs officials, the entire
shipment of men’s briefs had to be sent back to
❖ The criteria include the conditions under which the negotiations take place.
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Your site here
Sub title
ຫໍສະໝຸດ Baidu
Mono-cultural negotiation
Intercultural negotiation
❖ 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:
package, with a picture of a male modeling the
briefs) and sent off to the customer in Saudi
Arabia. However, Saudi customs officials were
shocked to see a near totally nude man on
LOGO
Your site here
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
❖ Areas of conflicting interests include payment, distribution, profits, contractual responsibilities, and quality.
❖ 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.
LOGO
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
LOGO
Your site here
Four Cs
SuSbuCIntboittmteliertmeleostn
Conflicting Interests
Compromise
Criteria
LOGO
Your site here
❖ Common interest considers that both parties in the negotiation share, have, or want something that the other party has or does.
LOGO
Your site here
I. Defining Intercultural Negotiation
❖Negotiation ❖Intercultural Negotiation
❖ Moran & Stripp (1991)
LOGO
Your site here
❖ Negotiation
firm 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 usual way (three pairs to a
❖ a modern definition of negotiation is two or more parties with common (and conflicting) interests who enter into a process of interaction with the goal of reaching an agreement (preferably of mutual benefit).
packages that would be displayed in plain sight
of Saudi women and children. Consequently, to
satisfy Saudi customs officials, the entire
shipment of men’s briefs had to be sent back to
❖ The criteria include the conditions under which the negotiations take place.
LOGO
Your site here
Sub title
ຫໍສະໝຸດ Baidu
Mono-cultural negotiation
Intercultural negotiation
❖ 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:
package, with a picture of a male modeling the
briefs) and sent off to the customer in Saudi
Arabia. However, Saudi customs officials were
shocked to see a near totally nude man on
LOGO
Your site here
II. The Impact of Cultural Differences on International Business Negotiations
❖Case Study
LOGO
Your site here
Case Study
❖
The marketing manager of a U. S. knitwear
❖ Areas of conflicting interests include payment, distribution, profits, contractual responsibilities, and quality.
❖ 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.
LOGO
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
LOGO
Your site here
Four Cs
SuSbuCIntboittmteliertmeleostn
Conflicting Interests
Compromise
Criteria
LOGO
Your site here
❖ Common interest considers that both parties in the negotiation share, have, or want something that the other party has or does.