topic-7-negotiation解读

Chapter7Chapter7InterculturalConflicts&Negotiation72Whatisinterculturalconflict?Traditionalconflictsfocusonthedifferentinterestsofthetwoparties.Itistheprocessonepartyfeelsthathisinterestsarebeingopposedandnegativeaffectedbytheotherparty.Interculturalconflictsmeansthedisagreementresultedfromculturaldifferencesininterculturalsettings.3DifferentunderstandingofconflictbetweenWesternersandEastersQuestions:Isconflictgoodorbad?AnswerA:Itprovidesopportunitiestostrengthenrelationships.AnswerB:Itshouldbeavoidedbecauseitcanonlyleadtoproblemforrelationshipsforrelationshipsandgroups.Whatisthebestwaytoproblemsforrelationshipsandgroups?AnswerA:Shouldindividualstalkaboutitdirectly,dealwithitindirectly?AnswerB:avoid?4Differentattitudestowardinterculturalconflictsnegativeneutralpositive5EffectivemanagementofinterculturalconflictsCompeting(insistingyourgoalsrankabovethoseofothers)Collaborating(showinghighconcernforothers’goalswhilebeingassertiveaboutone’sown)Compromising(settlingforlessandmakingothersdosotoo)Avoiding(notpursuingyourgoalsorothers’openly)Accommodating(allowingothers’goalstotakeprecedence)Lowcontexthighcontext6Say,forexample,thatTedWashington,amarketingmanagerintheUnitedStates,turnsdowntwosalesproposals,onefromanAmerican,DalePeters,andonefromJapanese,Hideo.BothPetersandHideoareeagerfortheirseparated,differentproposalstobeaccepted.EachbelieveshisistherightdirectionforTedWashingtontogo.Eachisoptimisticbeforeheadandfeelscrushedafterhisproposalisrejected.DalePetersentersintoadiscussionabouthisdifferenceofopinionwithTedasifitisaconflictsituation.Heusedheateddiscussionandissue-orientedarguments.Heproducesfacts,figures,andgraphstoillustratehiscase.Incontrast,Hideoisdumbfoundedbythedirect,outrightrejection.Hethenproceedstoanalyzetheconflictepisodeasapersonalattackorasignofmistrust.Infact,Hideoplanstoresignassoonaspossible.TheJapanesebelievestherootoftheconflictlayindifferentgoalsandobjectives.TheJapanesebelievestheconflictwasnotintherejectionoftheproposalbutratherinthewayitwascommunicated.719720221ZhoumetNicsonattheairport8Influencesofculturaldifferencesonnegotiation1.purposeoraimofnegotiation2.attitudeofnegotiation3.selectionofnegotiators----knowledge,negotiationexperience,personalattributes,orstatusU.S.---theirsubstantiveknowledgeoftheissuesatthetableandontheirnegotiatingexperiencearebelievedtobethecriteriaofchoosingnegotiators.Thegender,ageorsocialstatusofthenegotiatorcanbeincidental.China---largeteamsofvariedcompositiontendtobeused.94.styleofcommunication5.decisionmakingingroups---authoritativeorconsensualU.S.---decisionstendtobemadebyindividualsChina---decisionstendtobemadeauthoritatively10Martin:itisnotpossibleforustomakeanysalesatthisprice.Zhang:$369isaboutaslowaswecango.Andit’sasgoodasyoucouldget.Martin:I’mafraidIcan’tagreewithyouthere.Yourpriceishigherthanothercompanies.Zhang:butconsideringthehighquality,ourpriceisveryreasonable.……Zhang:Idon’tknowifwecandoit.Ishouldtalktoourgeneralmanagerfirst.Martin:I’msorry,butIhavetosaythatwetriedsohardtocooperationandatlastitturnstoyourgeneralmanager.(feeldisappointed)116.orientationtowardtime---monochromicorpolychromicU.S.---monochromicculture.Americanviewtimeasascarcecommunitythatmustbemaximizedsoasnottobewasted.Mexico---polychromic.Thereisarelaxed,polychromicattitudetowardstime.Saudi---heSaudiattitudetowardtimeiscausal.China---fortheforeigner,patienceisthewatchword.127.concernwithprotocol----formalorinformalU.S.---tendtobeinformal.Mexico---protocolisimportanttoknowandtofollow.Saudis---considerprotocolextremelyimportant.8.natureofpersuasion---directexperience,logic,tradition,emotiondogmaorintuitionU.S.---emphasizeempiricalinformationandrationalarguments.Japan---seelogicas“abitcoldandimpersonal”.Theyrelymoreonsensitivityandintuition.139.formofagreement----contractualorimplicitU.S.---Detailedwrittenagreementsareexpectedandaretobelegallybinding.Mexico---tendtopreferimplicitagreement.China---togetherwithaconcernforthespiritofagreement,theChinesepreferwrittenagreementsthatappearverygeneraltoAmericans.10.attitudetowardrisks14Analysisofselectedculture---theU.S.businessisbusiness---oftenactinanimpersonalwaymission-drivenorresults-oriented“Icanhandlethisbymyself”(toexpressindividualism)“PleasecallmeSteve”(tomakepeoplefeelrelaxedbybeinginformal)15“Let’sgettothepoint”(tospeedupdecisions)“Speakup;whatdoyouthink?(toavoidsilence)“Let’sputourcardsonthetable”(toconveytheexpectationofhonesty)“PardonmyFrench”(toexcuseprofanity)“Adealisadeal”(toindicateanexpectationthattheagreementwillbehonored)16Theaveragetimesthatthetechniquesareusedinthefirst30minutesbydifferentcountriesinthenegotiationsJapanAmericaBrazilOralpromise783Threat442Recommendation745Warning211Rewarding122Punishment133Employsocialnorms421Promises15138Self-revealing343639Askingquestions202022Ordering8614SayNO5.7983.4Verbalcomininterculturalnegotiation17NonverbalcomininterculturalnegotiationBehaviorJapanAmericaBrizaiSilence5.53.50Interruption12.610.328.6Staringonothers’face1.33.35.2touch004.718ManagingC