Unit 7 Cultural Variations in Negotiation Styles -

Unit7CulturalVariationsinNegotiationStylesLivetogetherlikebrothersanddobusinesslikestrangers.Concept:mayapplytotheideaformedafterconsiderationtoanywidelyacceptedofwhatathingoughttobeasocietywithnoconceptofprivatepropertyConception:ofteninterchangeablewithconcept,stressestheprocessofimaginingorformulatingandoftenappliestoapeculiarorindividualidearatherthantoawidelyheldonethewriter'sconceptionofsuchasituation构思，构想；概念，摘自TheMerriam-WebsterDictionaryofSynonymsandAntonymsBewareofGreeksbearinggiftsMeaningDon'ttrustyourenemies.OriginAnallusiontothestoryofthewoodenhorseofTroy,usedbytheGreekstotricktheirwayintothecity.ItisrecordedinVirgil'sAeneid,Book2,19BC:Donottrustthehorse,Trojans.Whateveritis,IfeartheGreeksevenwhentheybringgifts.《埃涅阿斯纪》（古罗马诗人维吉尔写的史诗，叙述埃涅阿斯在特洛伊沦陷后到意大利建新国的经过）LatinAmerican“toahurrieddemand,aleisurelyreply.”personalrelationshipareimportantexpressive,ofteninvolveloudexchanges,enjoybargainingandtendtomakeconcessionslowlyCasesLowcontextcultureVSHighcontextcultureGeorgeBushLeeIacoccaexplicitanddirectdemandsdamagingthenegotiationshardtogivedirectandconfrontivefeedbacktopoorperformanceInhisbookBeyondCultures(publishedin1976byAnchorPress/Doubleday,inNewYork),Halldistinguishesamongculturesonthebasisoftheroleofcontextincommunicationandclassifyculturepatternsintohigh-contextcultureandlow-contextculture.High-contextCulture&Low-contextCultureContextAccordingtoHall,contextreferstothestimuli,environment,ambience['æmbiəns](周围环境)surroundinganevent.Hallarrangedlow-andhigh-contextcountriesonacontinuumasfollows:GermanNorthAmericanFrenchSpanishGreekChineseGerman-SwissScandinavianEnglishItalianMexicanArabJapaneseLCculturesHCculturesHigh-contextcultureHighcontexttransactionsfeaturepre-programmedinformationthatisinthereceiverandinthesetting,withonlyminimalinformationinthetransmittedmessage.TeaCeremonyTheteaceremonyisaculturalactivityinvolvingtheceremonialpreparationandpresentationoftea.Themannerinwhichitisperformed,ortheartofitsperformance,iscalledTeaceremony.Alloftheseteaceremoniesandritualscontainanadorationofthebeautifulamongthesordidfactsofeverydaylife,aswellasrefinement,aninnerspiritualcontent,humility,restraintandsimplicity.静心、静神，有助于陶冶情操、去除杂念Low-contextcultureLowcontexttransactionsarethereverse.Mostoftheinformationmustbeinthetransmittedmessageinordertomakeupforwhatismissinginthecontext.AnAmericanstandingonchairinrestaurantgivingspeechathisleavinghishometownInhigh-contextculturesmostoftheinformationisinthephysicalcontextorisinternalizedinthepeoplewhoareapartoftheinteraction.Verylittleinformationisactuallycodedintheverbalmessage.Inlow-contextcultures,mostoftheinformationiscontainedintheverbalmessage,andverylittleisembeddedinthecontextorwithintheparticipantsCasestudyA75-yearoldChinesescholarhadjustmadethe21-hourflightfromBeijing,andhewasmetattheairportbysomefriendswhoexclaimed,“Youmustbeverytired!”Hisresponsewas“It’sOK.”However,anAmericantravelerfromtheU.StoBeijinggotofftheplaneafter24hoursofcontinuoustraveland,inresponsetothesamecomment,“Youmustbetired!”replied“Tired!I’veneverbeensotiredinmylife!”Thiscasecanreflectdifferentexpressionsbetweenhigh-contextculturesandlow-contextcultures.Membersoflow-contextculturesputtheirthoughtsintowords.Theytendtothinkifthoughtsarenotinwords,thenthethoughtswillnotbeunderstoodcorrectlyorcompletely.Buthigh-contextcultureshavefewertendenciestotrustwordstocommunicate，meaningshouldbeinferredfromthecontexttohelpclarifyandcompletethemessage.SomeFeaturesofHC&LCHigh-contextestablishsocialtrustfirstvaluepersonalrelationsandgoodwillagreementbyrelationsandgoodwillnegotiationsslowLow-contextgetdowntobusinessfirstvalueexpertiseandperformanceagreementbyspecific,legalisticcontextnegotiationsasefficientaspossibleCulture’sInfluenceontheBusinessContextBusinessnegotiationisintertwinedwithculturalexchange.Thisreallyisduetoglobalization,whichisaresultofgrowthinU.S.andforeignmultinationalindustriessincethe1960s.Culturaldifferencesplayasignificantroleinnegotiationstyles.Bothspokenandnonverbalcommunicationcanimpactadelicatenegotiationbetweentwoormoreparties.Takingthetimetolearnaboutculturaldifferencesandbusinessetiquetteisanimportantpartofpreparingforanyimportantbusinessnegotiation.Fornow,allbusinessisnegotiating,andallnegotiatingiscommunicating.—D.A.FosterBargainingAcrossBordersObjectives1.Todefinetheinterculturalnegotiationprocess2.Todiscusstheimpactofculturaldifferencesoninternationalnegotiation3.TodistinguishnegotiationstylesandstrategiesWarm-upquestions1.Regardingthedecision-makinginChinesebusinessnegotiation,whichstyleismoresalient?Consensus-oriented,majorityvotingorauthority-oriented?2.Whotendstobegoal-oriented,orrelationship-oriented,AmericansorChinese?DefinitionofNegotiationVariesTheverydefinitionofnegotiationcanvaryfromculturetoculture.lowcontextcultures,negotiationusuallymeansachievingagoodoutcomeforbothpartiesthroughadiscussionofthereasonsandfactsinvolved.highcontextcultures,negotiationhasasits