跨文化商务交际7-2.ppt

2.1UnitesSates2.2Germany2.3France 2.4RussianStates2.5India2.6Japan2.StylesofNegotiating

2.StylesofNegotiatingNegotiationstylesvarywiththepersons,theirbeliefsandskills,aswellasthegeneralcontextinwhichtheyoccur.Negotiationstylescanalsovarydramaticallyduetoculturaldifferencesinareaslikecommunicationstylesanddecision-makingpatterns.Actually,everynegotiatorhasanegotiationstyle.Fromcompetingtoavoidingtocompromisingtoaccommodatingandfinallytocollaborating,peoplenaturallydefaulttooneofthesestyles.

2..1UnitesSatesU.S.negotiatorstendtorelyonindividualistvalues,imaginingselfandotherasautonomous,independent,andself-reliant.

Thisdoesnotmeanthattheydontconsult,butthetendencytoseeselfasseparateratherthanasamemberofawebornetworkmeansthatmoreindependentinitiativemaybetaken.

Innegotiation,firstly,Americannegotiatorstendtobecompetitiveintheirapproachtonegotiations,includingcomingtothetablewithafallbackpositionbutbeginningwithanunrealisticoffer.

Secondly,theytendtobeenergetic,confident,andpersistent;theyenjoyarguingtheirpositions,andseethingsuniversally--i.e.,theyliketotalkaboutbroadapplicationsofideas.

Thirdly,theytendtofocusonareasofdisagreement,notareasofcommonalityoragreement.

Finally,theytendtolikeclosureandcertaintyratherthanopen-endednessorfuzziness.

2.2GermanyPeopleinGermanyhavestrongmindofthinking,theyarethoughtfulwhenconsideringatransaction.Theyliketoadoptaplanbeforestartingabusiness.

Meanwhile,theGermanynegotiatorsfocusonefficiency,whenpreparenegotiationwithbusinessmenfromothercountries,thefirstthingtheydoistofixaplan,thenaccordingtotheplantheyarrangetheirnegotiatingschedule.

Germanybusinessmenareveryproud,andhavestrongself-confidence,theya