资源描述
Characteristics of Effective Negotiators,Observant,Patient,Adaptable,Good listeners,Use humor with discretion,Mentally sharp,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,Intercultural Business Communication,5th ed.,Chaney&Martin,11-,*,Characteristics of Effective Negotiators,Observant,Patient,Adaptable,Good listeners,Use humor with discretion,Mentally sharp,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,Intercultural Business Communication,5th ed.,Chaney&Martin,*,Click to edit Master title style,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,Intercultural Business Communication,5th ed.,Chaney&Martin,*,Click to edit Master title style,Think before they speak,Speak in an agreeable,civil manner,Knowledgeable about history,customs,values,and beliefs of both cultures,Praise what is praiseworthy;refrain from criticism,Keep their promises and negotiate in good faith,Second level,Third level,Fourth level,Fifth level,Intercultural Business Communication,5th ed.,Chaney&Martin,*,Click to edit Master title style,Decision-Making Styles,U.S.attitude on making export decisions is anything is permitted unless restricted by the state.,In many cultures the attitude is nothing is permitted unless it is initiated by the state.,National Character,Patterns of personality do exist for groups that share a common culture(Fisher,1980).,Differences in values,such as punctuality,could hamper negotiations to a great degree,no matter how attractive the terms.,Second level,Third level,Fourth level,Fifth level,Intercultural Business Communication,5th ed.,Chaney&Martin,*,Click to edit Master title style,Cultural Noise-anything that would distract or interfere with the message being communicated,includes nonverbal messages,such as body language,space,and gift giving,dont get off on the wrong foot,Use of Interpreters and Translators,Positive aspect-have more time to think about your next statement;more inclined to state message succinctly.,Negative aspect-translators may not convey the intended message because of the nuances of the languages involved.,Second level,Third level,Fourth level,Fifth level,Intercultural Business Communication,5th ed.,Chaney&Martin,*,Click to edit Master title style,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,Intercultural Business Communication,5th ed.,Chaney&Martin,*,Protocol Classifications,Tribal-involves the family unit,close relationships,and a connection to the past.,Collective-an extension of tribal and includes larger groups such as a town,nation,or race.,Pluralist-many different groups,and combinations of groups and individuals are free to join those they wish.,Click to edit Master title style,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,Intercultural Business Communication,5th ed.,Chaney&Martin,*,Defining the Process,Involves choosing where the meeting will be held.Turf matters.When on your own turf,you have more power,but you have more responsibility for seeing to the opponents comforts.When held at a neutral location,each side is responsible for its own comforts.,Chapter 11,Intercultural Negotiation Components,Chapter 11Intercultural Negoti,*,Objectives,Understand the elements of cross-cultural negotiation,Consider stereotypes that affect intercultural negotiations,Take into consideration comparative negotiation styles,Identify characteristics of effective negotiators,Understand the importance of protocol in intercultural negotiations,Understand how group and individual orientation,face-to-face strategies,and the media affect negotiations,Understand how personal constructs affect negotiations,*ObjectivesUnderstand the elem,*,Cross-Cultural Negotiation Components,The players and situation,Cultural noise,National culture,Power and authority,Perception,Interpreters and translators,Women as international negotiators,Environment,Relationship and substantive conflicts,*Cross-Cultural Negotiation Co,*,The Players and the Situation,Determine background of the players,Ascertain expectations of negotiators,Determine negotiating style,Determine role negotiators have played in the past,Provide an environment free of tension,conducive to exchange of ideas,and problem resolution,*The Players and the Situation,*,Cultural Noise,Anything that distracts or interferes with the message,Low-or high-context,Arguments-emotional or logical,Trust based on laws or friendship,High or low risk takers,View of time,Authoritative or consensual decision-making style,Agreement-oral or written,*Cultural NoiseAnything that d,*,National Culture,Patterns of personality,Governance structure,Integrate negotiators interests,National culture is only one of the cultures we all carry within ourselves;other cultures include:professional,social class,ethnic,regional,gender,and organizational,*National CulturePatterns of p,*,Power and Authority,Power is the abilit
展开阅读全文