跨文化交际实用教程-Unit7-PPT.ppt
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1、Unit 7Cultural Variations in Negotiation StylesNegotiationManagements 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 across borders is more co
2、mplex because of the number of stakeholders involved2The Negotiation Process3Stage One Preparation Negotiator must familiarize themselves withThe entire context and background of their counterpartsTo the specific subjects to be negotiatedDifferences in culture,language,and environmentManagers must h
3、ave an understanding of their own negotiating style4Stage One-PreparationManagers should find out as much as possible aboutThe kinds of demands that might be madeThe composition of the opposing teamThe relative authority that the members possessDevelop a pro their counterpartsThey consider different
4、 variables during this process as well5The Negotiation ProcessRelationship building taking time to build mutual trust before starting business discussionsMay require go-betweensBe prepared to wait for the other party to start business negotiationsExchanging task related information during this stage
5、 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 needs6The Negotiation ProcessPersuasion during this stage both parties try to persuade the other to accept more of their
6、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 various concessions so that an agreement can be reached and signed7Understanding Negotiation Styles8大家有疑问的,可以询问和交流大家有疑问的,可以询问和交流可以互相讨论
7、下,但要小声点可以互相讨论下,但要小声点可以互相讨论下,但要小声点可以互相讨论下,但要小声点9Understanding Negotiation StylesFor North Americans,negotiations are businesslike;their factual appeals are based on what they believe is objective information,presented with the assumption that it is understood by the other side on a logical basis.Arab
8、s 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.10Pro an American NegotiatorKnows when to compromiseTakes a firm stand at the beginning of the negotiationRefuses to m
9、ake 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 the detail work to associatesKeeps a maximum of options open before negotiationOperates in good faith11Pro an American Neg
10、otiatorRespects the“opponents”States his or her position as clearly as possibleKnows when he or she wishes a negotiation to move onIs fully briefed about 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 pos
11、ition hidden as long as possibleLets the other negotiator come forward first and looks for the best deal12Pro an Indian NegotiatorLooks 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
12、 partyNeither uses violence nor insultsIs ready to change his or her mind and differ with himself or herself at the risk of being seen as inconsistent and unpredictable13Pro an Indian NegotiatorPuts things into perspective and switches easily from the small picture to the big oneIs humble and trusts
13、 the opponentIs able to withdraw,use silence,and learn from withinRelies on himself or herself,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 an
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