跨文化交际实用教程 Unit.ppt
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1、Unit 7Cultural Variations in Negotiation Styles 2006 Prentice Hall5-2NegotiationManagements ability to negotiate productively effects their ability to implement strategiesNegotiation is the process of discussion by which two or more parties aim to reach a mutually acceptable agreementNegotiating acr
2、oss borders is more complex because of the number of stakeholders involved 2006 Prentice Hall5-3The Negotiation Process 2006 Prentice Hall5-4Stage One Preparation Negotiator must familiarize themselves withThe entire context and background of their counterpartsTo the specific subjects to be negotiat
3、edDifferences in culture,language,and environmentManagers must have an understanding of their own negotiating style 2006 Prentice Hall5-5Stage One-PreparationManagers should find out as much as possible aboutThe kinds of demands that might be madeThe composition of the opposing teamThe relative auth
4、ority that the members possessDevelop a profile of their counterpartsThey consider different variables during this process as well 2006 Prentice Hall5-6The Negotiation ProcessRelationship building taking time to build mutual trust before starting business discussionsMay require go-betweensBe prepare
5、d to wait for the other party to start business negotiationsExchanging task related information during this stage each side makes a presentation and states its position,normally followed by a question-and-answer sessionRole reversal:showing an understanding of the other partys viewpoint and needs 20
6、06 Prentice Hall5-7The Negotiation ProcessPersuasion during this stage both parties try to persuade the other to accept more of their position while giving up some of their own;there are recognizable tactics for this stageStressful tacticsConcessions and Agreements at this point each side will make
7、various concessions so that an agreement can be reached and signed 2006 Prentice Hall5-8Understanding Negotiation Styles 2006 Prentice Hall5-9Understanding Negotiation StylesFor North Americans,negotiations are businesslike;their factual appeals are based on what they believe is objective informatio
8、n,presented with the assumption that it is understood by the other side on a logical basis.Arabs use affective appeals based on emotions and subjective feelings.Russians employ axiomatic appeals that is,their appeals are based on the ideals generally accepted in their society.2006 Prentice Hall5-10P
9、rofile of an American NegotiatorKnows when to compromiseTakes a firm stand at the beginning of the negotiationRefuses to make concessions beforehandKeeps his or her cards close to his or her chestAccepts compromises only when the negotiation is deadlockedSets up the general principles and delegates
10、the detail work to associatesKeeps a maximum of options open before negotiationOperates in good faith 2006 Prentice Hall5-11Profile of an American NegotiatorRespects the“opponents”States his or her position as clearly as possibleKnows when he or she wishes a negotiation to move onIs fully briefed ab
11、out the negotiated issuesHas a good sense of timing and is consistentMakes the other party reveal his or her position while keeping his or her own position hidden as long as possibleLets the other negotiator come forward first and looks for the best deal 2006 Prentice Hall5-12Profile of an Indian Ne
12、gotiatorLooks for and says the truthIs not afraid of speaking up and has no fearsExercises self-controlSeeks solutions that will please all the parties involvedRespects the other partyNeither uses violence nor insultsIs ready to change his or her mind and differ with himself or herself at the risk o
13、f being seen as inconsistent and unpredictable 2006 Prentice Hall5-13Profile of an Indian NegotiatorPuts things into perspective and switches easily from the small picture to the big oneIs humble and trusts the opponentIs able to withdraw,use silence,and learn from withinRelies on himself or herself
14、,his or her own resources and strengthsAppeals to the other partys spiritual identityIs tenacious,patient,and persistentLearns from the opponent and avoids the use of secretsGoes beyond logical reasoning and trusts his or her instinct as well as faith 2006 Prentice Hall5-14Profile of an Arab Negotia
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