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单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,International Business Negotiation,What is the aim of this course?,1. Acquiring knowledge of the basic principles of negotiation,，,the common and costly negotiating mistakes, and how to avoid them.,2. Developing interactive skills and the ability to communicate effectively.,3.,Developing the ability to recognize the specific feelings, values and beliefs that other people have about proper conduct in negotiation, and to adjust ones attitudes and behavior to the issues and personalities involved in the particular case.,Chapter11-12 Cross-culture Business Negotiation,Questions in focus,(1) How do cultures vary?,(2)What are the implications of cultural differences?,(3)How to overcome the differences?,I. International business negotiation style,1. Negotiation styles in American countries,1.1 The USA negotiation style,-,Being frank and confident,-Being realistic and pragmatic,-Respect law and efficiency,1.2 The Latin American negotiation style,-,Respect and equality,-No politics involved,-Value friendship,-Be inclined to break the contract,-Close personal relationships,2. The European negotiation styles,2.1 The German negotiation style,-,Being well prepared,-Being efficient and practical,-It seemed that Germans lack flexibility,-Being responsible,2.2 The French negotiation style,-,Personal friendship has effect on business relationship,-French only,-Horizontal negotiation,-By the people,-Work vs life,2.3 The British negotiation style,-,Appropriateness in building social relation,-Do not think negotiation as important as Japanese and American do,-Being bold and eloquent,-Being inflexibility,2.4 The Italian negotiation style,-,Keeping no strict timetable,-Smart-dressed,-Extrovert and sentimental,-Less rigid,2.5 The Scandinavian negotiation style,-,Being careful and strict with schedule,-Being modest, frank, persevere and conservative,-Dislike endless bargaining,-Simple life,2.6 Eastern European negotiation style,-,Relationship and transaction,-Language,-Social status of women,-Title and position,-Bargain,-Decision,2.7 The Russian negotiation style,-,Be conservative and inflexible,-Contract details,-Good at bargaining,-Specialize in bartering,3. The Asian negotiation styles,3.1 The Japanese negotiation style,-,Social status and ranks,(Avoid direct criticism/direct refusal/,embarrassing questions, accept gifting),-Significance of presents,-Being patient,3.2 Southeast Asian negotiation style,-,Hierarchy,-Language,-Time,-Bargain,-Decision,3.3 The Indian negotiation style,-,Bureaucracy,-Partnership,-Communication,-Social hierarchy,-Bargain,4. The middle-east area negotiation styles,4.1 The Arabian negotiation style,-,Etiquette,-Tradition,-Time,-Agent,4.2 The Israel negotiation style,-,Contract,-Clear target and opinion,-The key role,-Knowledgeable,5. The African negotiation styles,The African negotiation style,-,Language and communication,-Personal distance,-Time and schedule,-Negotiation style,II. Adopting cultures-specific strategies,We are not aware of our cultural bias,We become blind to our own cultural norm,Other culture are implicitly perceived as unfortunate deviations from the norm,Stereotyping is common,1. In achievement-oriented cultures,-To have enough technical knowledge and experience in negotiation team,-Respect the need of the other party to look strong, competent and experienced,-Use professional titles and qualification,2. In status-oriented cultures,-To have enough older or senior members with formal roles and status in society,-Respect the line of hierarchy in the other team,-Use tittles and symbols to indicate your status in society,-Do business face to face,-Dress conservatively,-Do not use first name,-Refrain joking and social chatting in pubic,-Avoid negotiating over the phone and by mail,3. In future-,oriented cultures,-Avoid displays of impatience,-Spend more time on interpersonal relating during your negotiation,-Reciprocation of greetings, gifts and personal favors,4. In uncertainty-avoidance cultures,-To be fully prepared,-Keep appointment strictly, schedule meeting in advance and do not be late,-Discuss one issue at a time,-Avoid interruptions and delays,-Be formal . Never made critical comments about situations, conditions and people in public,-Respect the need of other party to haggle,Key points for negotiating across cultures,-Planning is crucial.,-Beware of making cultural assumptions.,-Be flexible.,-Language is an important link across cultures and between negotiators, but it also can be a barrier.,-Non-verbal communication is a very important factor in intercultural negotiation.,-Negotiating styles differ significantly across cultures.,Teaching Importance:,-,International business negotiation style,-,Adopting cultures-specific strategies,Case Study,I Case study P178-182,Look through the case and consider following questions.,Invite students to translate the case.,Choose students to answer questions.,Question1, 2, 3, 4,
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