跨文化商务谈判
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Business Negotiation Across Cultures
Term members
Van Mona Handy Daphne Vanessa Chloe Liana
1. Physical Context of Negotiation 2.The Influence of Cultural Differences on
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?
Informal: discuss the first name, seek to develop relationship, take off jackets
The Differences of Personal Style
informal Chinese
formal
American
46%
17%
Mid east : They don’t get to meeting;
Latin America : They always be late;
China
: They often make the sightseeing
instead of negotiating.
The Influence of Cultural Differences on Negotiation
Negotiation 3. Negotiation Strategies 4. Phases of Negotiation 5. Communication in Negotiation
The meaning of business negotiation across cultures
• Literal meaning : the negotiation between
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
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?
Specific
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.
Form of Agreement: General or Specific
Negotiating Goal: Contract or relationship
Different cultures may view the very purpose of business negotiation differently.
French
20%
Germans
22%
Spanish Mexicans
48%
42%
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.
Physical Context of Negotiation
Site and Space
Schedule and Agenda
Use of Time
Site and Space
Host team
Visitor team
Under their control
Determine physical things (city building
Chinese : prefer a contract in the form of general principles rather than detailed rules.
D: I would like to get the ball rolling by talking about prices. So, shall we start?
When we make agenda of different country we must think about the different culture
American : Impatience ;
Japan : Take time is show maturity and
wisdom;
American, Spanish, French: Arrive at a signed contract
Chinese: Create a relationship
Negotiating Attitude: Win/Win or
Win/Lose
Win/win negotiators see deal-making as a collaborative and problem-solving process. Win/lose negotiators see Hale Waihona Puke Baidut as confrontational.
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
Negotiation Goal :Contract or relationship
Negotiating Attitude :Win/Win or Win/Lose
Personal Style: Formal and Informal
Communication: Direct or Indirect
D: Sure. I must talk to my office anyway. I hope we can find some common ground on this.
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?
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.
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.
room……）
Familiar
Doesn't have the same degreeof control Obey the host
Not familiar
Schedule and Agenda
1. Jet lag
Which means the
2.Control of
Visiting team need
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: 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.
Keep the agenda
time to make negotiation. must have a
discussion with other
group.
Use of Time
Use of time is related to the agenda.
Different country have different attitude towards time.
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.
French, Chinese: be indirect, make assumptions, communicate with references, circumlocutions and allusions, use body language
Form of Agreement: General or
Term members
Van Mona Handy Daphne Vanessa Chloe Liana
1. Physical Context of Negotiation 2.The Influence of Cultural Differences on
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?
Informal: discuss the first name, seek to develop relationship, take off jackets
The Differences of Personal Style
informal Chinese
formal
American
46%
17%
Mid east : They don’t get to meeting;
Latin America : They always be late;
China
: They often make the sightseeing
instead of negotiating.
The Influence of Cultural Differences on Negotiation
Negotiation 3. Negotiation Strategies 4. Phases of Negotiation 5. Communication in Negotiation
The meaning of business negotiation across cultures
• Literal meaning : the negotiation between
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
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?
Specific
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.
Form of Agreement: General or Specific
Negotiating Goal: Contract or relationship
Different cultures may view the very purpose of business negotiation differently.
French
20%
Germans
22%
Spanish Mexicans
48%
42%
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.
Physical Context of Negotiation
Site and Space
Schedule and Agenda
Use of Time
Site and Space
Host team
Visitor team
Under their control
Determine physical things (city building
Chinese : prefer a contract in the form of general principles rather than detailed rules.
D: I would like to get the ball rolling by talking about prices. So, shall we start?
When we make agenda of different country we must think about the different culture
American : Impatience ;
Japan : Take time is show maturity and
wisdom;
American, Spanish, French: Arrive at a signed contract
Chinese: Create a relationship
Negotiating Attitude: Win/Win or
Win/Lose
Win/win negotiators see deal-making as a collaborative and problem-solving process. Win/lose negotiators see Hale Waihona Puke Baidut as confrontational.
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
Negotiation Goal :Contract or relationship
Negotiating Attitude :Win/Win or Win/Lose
Personal Style: Formal and Informal
Communication: Direct or Indirect
D: Sure. I must talk to my office anyway. I hope we can find some common ground on this.
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?
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.
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.
room……）
Familiar
Doesn't have the same degreeof control Obey the host
Not familiar
Schedule and Agenda
1. Jet lag
Which means the
2.Control of
Visiting team need
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: 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.
Keep the agenda
time to make negotiation. must have a
discussion with other
group.
Use of Time
Use of time is related to the agenda.
Different country have different attitude towards time.
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.
French, Chinese: be indirect, make assumptions, communicate with references, circumlocutions and allusions, use body language
Form of Agreement: General or