Intercultural-Business-Negotiation

InterculturalBusinessNegotiationMadebyEcho&Rose第二章第三章第四章第一章Contents目录1.Negotiation☻aprocessinwhichexplicitproposalsareputforwardtoostensiblyforthepurposeofreachinganagreementonanexchangeortherealizationofacommoninterestwhereconflictinginterestsarepresent☻twoormorepartieswithcommoninterrestandconflictinginterestwhoenterintoaprocessofinteractionwiththegoalofreachinganagreement,preferablyofmutualbenefit.CommoninterestAConflictinginterestBCompromiseCCriteriaD♣Everythingisnegotiablemanypeoplemaythinkthatsomepoliciesandproceduresareunchangble.thefactis,nothingisunchangbleandeverythingisnegotiable.2.InterculturalNegotiationDiscussionofcommonandconflictinginterestsbetweenpersonsofdifferentculturalbackgroundswhoworktoreachanagreementofmutualbenefit.Example:agroupofU.SbusinessmanarevisitingChinaandexploringthepossibilityofbuildingafactoryinChina.Whilechineseareshowingthemsites,theU.Speopleasktheleveloftheavailablewatrepressure,thechineseareperplexedandaskwhy.TheU.Speoplesaybecausetheyneedtobesurethewaterpressureissufficienttofightfiresforinsurancepurpose.ThechineseanswerthattheyhavesufficientwaterpressurebutwanttoknowwhytheU.Speoplearespeakingofbadluck.3.NegotiationPhases☻Pre-negotiation☻Face-to-facenegotiation☻Post-negotiation4.Factorsinfluencetheinternationalbusinessnegotiation☻Backgroudfactors:(thepartiesobjectives,theskillsandexperienceofthenegotiators)☻Atmospherevariables;(poweranddependendence,theexpectationsofbothsides)5.Analysisofinterculturalnegotiationvariables一).Basicconceptofthenegotiationprocess谈判中的基本观念1)attitudetowordconflict2)prevailingresponse3)predominantviewofbusinessrelationships4)purposeofnegotiation二）.TheWin-Winnegotiationpsychology:howtobeagoodnegotiator?双赢心理whenmostofusthinkignofnegotiating,weassumeonethingwillhappen:eitherwewillwinorloseBut,agoodnegotiatorshopuldthinkthatasuccessfulnegotiationisoneinwhichbothsidesfeellikewinnerwhennegotiating,don'tfeelyouhavetowineveryissue,askyourself:whatcanIgiveupthatwillpleaseotherpersonwithoutputtingamajordentinwhatIwantoutofthis?Example:Bargainingforinstance:1)USA2)Arab3)ChineseandJapanses三）.selectionofnegotiators谈判代表的选择标准☻French；Status☻Japanese:Status,knowledge☻Mexicans:status,personalattributes四）.Decision-Makingingroup团队决策♣participationsmayprefertothepersonofhigheststatusortothemostseniorgroupmenber♣alternatively,somegroupmayaccepthedecisionofthemajorityofthegroupmenber.☻America；individuals☻Chinese:authoritatively☻French:government五）.Baseoftrust信任基础☻America，Chinese,French:pastrecord☻Saudis；沙特阿拉伯人personalfriendship六）.Communicationcomplexity沟通的复杂性themorevariedthemethodsofcommunication,themorecomplexisthecommunicationcontext.☻America:verbal,lowcomplexity☻Mexcans:；bodylanguage,emotioncues,七）.formofagreement协议的形式insomecultures,writtenagreementsareexpectedwhileinotherverbalagreementsorahandshakeisaccepted.☻America,Chinese,French.....:Detailedwrittenagreementsareexpectedtobelegallybinding☻Japanese；briefwrittenagreement☻Saudis:Boundbytheirwors,orallyInterculturalNegotiationModelssocial-psychologicalmodel社会心理模式(ethno-centrism)principle/comparativemodel原则模式directionalmodel方向模式interactionmodel互动模式packagedealmodel配套交易模式（culturalfactorsandbackgrounds)onpage270InterculturalNegotiationStylesnnormativestyle标准化Aintuitive直觉Banalytic分析(logicalanalysis)Cfactual事实(neutral)DDifferentcountrieshavedifferentculturesandlifestyles,thisdecidesthemhavedifferentnegotiatingstylesandmodels.USbusinessisbusinessstresssubstantiveissuesshort-termorientedlikechallengesinnegotiationChinaRelationshipistheprimaryissuepreferpersonalcontactsLong-termorientedavoidanopenconflict'saveface'中美谈判者的差异美国人中国人谈判前准备快速会议、随意、直接打给陌生人打电话冗长的熟悉过程、正式、通过正常人介绍信息交流谈判人有完全的权威、直接了当、先称述提案只有有限的权威、拐弯抹角、先给出解释说服方法说服对方用进攻的方式、缺乏耐心用提问的方式、耐心持久合同目标达成互利的交易建立长期的合作关系QuestionHowtobeasuccessfulnegotiator????InterculturalNegotiationStrategiesCompetition&cooperation竞争与合作Compromiseagreements&integrativeagreements协议和综合协议（折衷协议）谈判双方通过相互的让步，降低各自的期望值或利润点，而达成一个共同的折衷协议（综合协议）指谈判双方重新调整了各自期望值，扩大了可分配的资源，使双方都能获得更好的利益onpage275competitionstrategycooperationstrategypersuadeopponenttomakeaconcession（让步）reconcile协调theinterestsofbothpartiesmaximizegainsandminimizelossesreachjointbenefits（共同受惠）onepartyoverpowerstheotherpartyandensurevictorythepartiesworktogethertofindsolutionsbeneficialtobothnegativeconnotations（隐含意义）positiveinfluencekeytermstrickytacticstrickybargainingdirtytrickcompromiseagreementsintegrativeagreementstwopartiesfindacommongroundbetweentheirindividualwishesresultinginlowerjointbenefitstwopartiesreconcileintereststoyieldahighjointbenefitmorestablemoremutuallyrewardingIntegrativeagreementsExpandingthepieNonspecificcompensationLogrolling互助Costcutting成本削减Bridging搭桥CaseThereweretwosistersarguingoverthepossessionofanorange.Onesisterwantedtodrinkthejuice,theothertousethepeelinbakingacake.Theyagreedtocutitinhalf,andtherebyoverlookedthealternativebywhichbothwoulddoubletheirbenefits:onetakeallthepeelandtheothertakeallthejuice.InterculturalNegotiationGuidelinesGuidelinesAwin-winstrategyUnderstandyourcounterpartsB