跨文化商务沟通Wk13Cross-culturalCommunication

Click to edit Master title style,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,*,Cross-cultural,Communication,Week 13,Contents,Cross-cultural Negotiation,-with Chinese,-With American,-Major Conflict Between L&H Context,Decision Making,-Factors,-Approach,Cases-I,When President George Bush went to Japan with leading American businessmen,he made explicit and direct demands on Japanese leaders,which violated Japanese etiquette.To the Japanese,it is rude and a sign of ignorance or desperation to make direct demands.Some analysts believe it severely damaged the negotiations and confirmed to the Japanese that Americans are barbarians.,Case Discussion Questions,Case I-Why did the Japanese think that Americans are barbarians?,Japan,-,High Context,culture,High context culture involves interaction via NONVERBAL language behavior,social status,relationships rather than verbal language,America,-,Low Context,culture,Low context culture interact via VERBAL language.,An American businessman refused a cup of coffee from a Saudi businessman.Such a rejection is considered very rude to the Saudis,and the business negotiations stalled.,Cases-II,Case II-Why did a refusal of coffee leadto the deadlock in the negotiations?,Arabic culture is warm,and their people are sincere and warm.,In order to start a business,American should learn how to get along with them and get used to their hospitality.,Once making friends with them,business comes your way.,Case Discussion Questions,Cross-cultural Negotiation,GOALS,Culture,Negotiating Style:,Negotiation Behavior,(defense/attack/trust),Verbal&Non-verbal Behavior,Attitudes towards time,Team,Composition,Task vs.,Interpersonal,Relationships,Trust level&,Duration,Relations,Culture,Cross-Cultural Negotiation Variables,Cross-cultural Negotiation,Negotiate with Chinese,-Variations among different regions,-Two Major areas of conflict:,a)Amount of detail,b)Apparent insincerity about reaching an agreement,-,Authoritative Negotiator,Cross-cultural Negotiation,Cultural Factors Influence Chinese Negotiators:,-Ingrained politeness,-Emotional restraint,-Emphasis on social obligation,-Belief in the interconnection of work,family,and friendship,Cross-cultural Negotiation,Heart of Negotiation with Chinese,-Face,two components are:,a)Lien(Lian),A persons moral character,the most important thing defining that person,b)Mientzu(Mianzi),Ones reputation or prestige,earned through accomplishments,bureaucratic or political power,Cross-cultural Negotiation,Negotiate with American,-Know when to compromise,-Take a firm stand at the beginning,-Refuses to make concession beforehand,-Set up the general principles and delegate the detail work,-Keep a maximum of options open before negotiation,-State his/her different opinion as clearly as possible,-Good sense of timing and is consistent,Conflicts Between L&H,Key Questions,Low-Context,High-Context,Why,When,Analytic,Linear,Logic,Instrumental,Dichotomy between,conflict&conflict,Parties,Synthetic,spiral logic,Expressive oriented,Integration of conflict,&conflict parties,Individualistic oriented,Low collective normative,Expectations,Violations,of individual expectations,Create conflict potentials,Group oriented;High,Collective normative,Expectations;Viola-,tions of collective expectations create conflict potentials,Conflicts Between L&H,Key Questions,Low-Context,High-Context,What,How,Revealment,Direct,Confrontational,attitude action and,Solution oriented,Concealment;indirect,Nonconfrontational,Attitude;Face and,Relationship oriented,Explicit communication,Codes,Line-logic style,Rational-factual rhetoric,open,direct strategies,Implicit communication codes;Point-logic style:intuitive-effective rhetoric,Ambiguous,Indirect,Indirect strategies,Decision Making,Cultural Influences,-Through the broader context of the nations institutional culture,-Through culturally based value systems,Decision-making Process:,a)-defining the problem,b)-gathering&analyzing data,c)-considering alternative solutions,d)-deciding on the best solution,e)-implementing the decision,Decision Making,Decision Making,Problem,Definition,CULTURE,Data,Gathering,Consideration of,Alternative Solutions,Decision,Implementation,Risk Tolerance,Perspective,(Ob/Sub),Past/Future Orientation,Locus of Control,(Inter/Exter),Individualism/Collectivism,Locus of decision making,Utilitarianism/,Moral Ideals,Decision Making,Approaches to Decision Making,The relative level of,utilitarianism/moral idealism,in any society affects its overall approach to problems,-Objective/Subjective approach,-Utilitarianism strongly guides western behavior,-Moral idealism critically influence Asian way of behaving,Merry Christmas&Happy New Year!,