跨文化交际Unit-14

LOGOCulturalDifferencesinBusinessNegotiationUnit14LOGOYoursitehereIntoday’sclass,wewill…definecross-culturalnegotiationdiscusstheimpactofculturaldifferencesunderstandstrategies&guidelines4.ConclusionLOGOYoursitehereI.DefiningInterculturalNegotiationNegotiationInterculturalNegotiationMoran&Stripp(1991)LOGOYoursitehereNegotiationamoderndefinitionofnegotiationistwoormorepartieswithcommon(andconflicting)interestswhoenterintoaprocessofinteractionwiththegoalofreachinganagreement(preferablyofmutualbenefit).Theremustbebothcommoninterestsandissuesofconflict.Withoutcommonintereststhereisnothingtonegotiatefor,withoutconflictingissuesthereisnothingtonegotiateabout.InterculturalNegotiationAccordingtoMoran&Stripp(1991),interculturalnegotiationinvolvesdiscussionsofcommonandconflictinginterestsbetweenreasonsofdifferentculturalbackgroundswhoworktoreachanagreementofmutualbenefit.TheyfurtherexplainthatnegotiationstakeplacewithinthecontextofthefourC’s:LOGOYoursitehereFourCsSubtitleSubtitleCommonInterestConflictingInterestsCompromiseCriteriaLOGOYoursitehereCommoninterestconsidersthatbothpartiesinthenegotiationshare,have,orwantsomethingthattheotherpartyhasordoes.Areasofconflictinginterestsincludepayment,distribution,profits,contractualresponsibilities,andquality.Compromiseincludesareasofdisagreement.Althoughawin-winnegotiatedsettlementwouldbebestforbothparties,thecompromisesthatarenegotiatedmaynotproducethatresult.Thecriteriaincludetheconditionsunderwhichthenegotiationstakeplace.LOGOYoursitehereSubtitleMono-culturalnegotiationInterculturalnegotiationLOGOYoursitehereII.TheImpactofCulturalDifferencesonInternationalBusinessNegotiationsCaseStudyLOGOYoursitehereCaseStudyThemarketingmanagerofaU.S.knitwearfirmwasdelightedwithamulti-million-dollarformen’sunderwearitreceivedfromadepartmentstorechaininSaudiArabia.Thejockeyshortswerepackagedintheusualway(threepairstoapackage,withapictureofamalemodelingthebriefs)andsentofftothecustomerinSaudiArabia.However,SaudicustomsofficialswereshockedtoseeaneartotallynudemanonpackagesthatwouldbedisplayedinplainsightofSaudiwomenandchildren.Consequently,tosatisfySaudicustomsofficials,theentireshipmentofmen’sbriefshadtobesentbacktotheUnitedStatesforrepackaging,costingthefirmthousandsofdollars.LOGOYoursitehere1)Whatwaswrongwiththepackagesofmen’sunderwearshippedtoSaudiArabia?2)WhatdoyouthinkwouldbeaproperwaytopackagetheunderwearinordertobeacceptedbySaudiArabians?LOGOYoursitehereIII.TheTopTenWaysCultureAffectsNegotiatingStyleRiskTakingTeamOrganizationBuildinganAgreementFormofAgreementEmotionalismSensitivitytoTimeCommunicationPersonalStyleNegotiatingAttitudeNegotiatingGoalInterculturalNegotiationLOGOYoursitehere1.NegotiatingGoalAmericanexecutivesAsianexecutivesToarriveatasignedcontractTobuildalong-lastingrelationshipLOGOYoursitehere2.NegotiatingAttitudeWin/LoseWin/WinDistributivebargainConfrontationalprocessIncompatiblegoalsIntegrativebargainCelebrative/problem-solvingprocessCompatiblegoalsLOGOYoursitehereCaseStudyOnceaU.S.automobilepartsmanufacturerwasshownontelevisiontryingtomakeasaletosomeJapaneseautomobilefirms.Hewasdressedinaboldlypatternedcardigansweater;hishostswereallindarksuitsandwhiteshirts.TheTVcameracaughtafewofthehostsrepeatedlylookingathissweaterwithsomethinglikealarmintheireyes,andlookingawayagain.Finallyitwasreportedthathefailedtomakeevenasinglesale.3.PersonalStyleLOGOYoursitehere1)DoyouthinkthesweatertheU.S.salesmanworewasafactorinhisfailuretomakeasinglesale?Whatwaswrongwithit?2)Ifyouhadbeenthere,howwouldyouhavereactedtothecausallydressedsalesman?LOGOYoursitehere3.PersonalStyleInformalNegotiatingAmericansMexicansChineseSpanishLOGOYoursitehere4.CommunicationAmericannegotiatorsChinesenegotiatorsLet’sputourcardsonthetable.Let’sgotothepoint.LOGOYoursitehereLOGOYoursitehereLINEAR-ACTIVEMULTI-ACTIVEREACTIVETalkshalfthetimeTalksmostofthetimeListensmostofthetimePolitebutdirectEmotionalPoliteandindirectPartlyconcealsfeelingsDisplaysfeelingsConcealsfeelingsConfrontswithlogicConfrontsemotionallyNeverconfrontsDislikeslosingfaceHasgoodexcusesMustnotlosefaceRarelyinterruptsOfteninterruptsDoesn'tinterruptJob-orientedPeople-orientedVerypeople-orientedStickstothefactsJugglesthefactsStatementsarepromisesSometimesimpatientImpatientPatientPlansaheadstepbystepPlansgrandoutlineonlyLooksatgeneralprinciplesLimitedbodylanguageUnlimitedbodylanguageSubtlebodylanguageDoesonethingatatimeMultitasksReactstopartner'sactionPunctualityveryimportantPunctualitynotimportantPunctualityimportantTruthbeforediplomacyFlexibletruthDiplomacyovertruthCompartmentalizesprojectsLetsoneprojectinfluenceanotherSeesthewholepictureLOGOYoursitehere7.FormofAgreement_____preferverydetailedcontractsbecausetheycanreferto________whennewsituationsarise.Theessenceofthedealis_________._____prefergeneralcontractbecausetheycanreferto_________whennewsituationsarise.Theessenceofthedealis_________.AmericansthecontractthecontractChinesetherelationshiptherelationshipLOGOYoursitehereagreedstrategy8.BuildinganAgreement:BottomuporTopdownI