莉莲·钱尼-跨文化商务沟通（英文版·第6版）国际商务课件.11.pptx

Chapter11

InterculturalNegotiationComponents

Objectives

·Understandtheelementsofcross-culturalnegotiation

Considerstereotypesthataffectinterculturalnegotiations

Takeintoconsiderationcomparativenegotiation

interculturalnegotiations

Understandhowgroupandindividualorientation,face-to-facestrategies,andthemediaaffect

negotiations

Understandhowpersonalconstructsaffectnegotiations

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styles

IdentifycharacteristicsofeffectivenegotiatorsUnderstandtheimportanceofprotocolin

·

Cross-CulturalNegotiationComponents

·Theplayersandsituation

·Culturalnoise

·Nationalculture

·Powerandauthority

Perception

·Interpretersandtranslators

·Womenasinternationalnegotiators

·Environment

·Relationshipandsubstantiveconflicts

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·

ThePlayersandtheSituation

·Determinebackgroundoftheplayers·Ascertainexpectationsofnegotiators·Determinenegotiatingstyle

Determinerolenegotiatorshave

playedinthepast

·Provideanenvironmentfreeof

tension,conducivetoexchangeofideas,andproblemresolution

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·

CulturalNoise

Anythingthatdistractsorinterferes

withthemessage

-Low-orhigh-context

-Arguments-emotionalorlogical-Trustbasedonlawsorfriendship-Highorlowrisktakers

-Viewoftime

-Authoritativeorconsensualdecision-makingstyle

-Agreement-oralorwritten

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·

NationalCulture

Patternsofpersonality

·Governancestructure

·Integratenegotiatorsinterests

·Nationalcultureisonlyoneofthe

culturesweallcarrywithinourselves;otherculturesinclude:professional,soci