cross cultural negotiation.pptVIP

Cross cultural Negotiation Sylvia 夏 菁 Celia 徐韵诗 Dickens 洪一博 Alan 李梦源 Jason 杨 辉 Story It’s said that the former president of Google was fired because he gave some Pads to the officers and put it on the company’s account. Then, as we known, Google left China…… Do you agree? It’s just a story and the real reason Google left China was something else. But the story reminds us of the importance in cross cultural negotiation. Preface Cross cultural negotiation is one of many specialized areas within the wider field of cross cultural communications.It involves discussions of common and conflicting interests between persons of different backgrounds trying to reach an agreement of mutual benefit. There are two negotiations dealing with the same potential client in the Middle East.Both have identical proposals and packages. Preface Team A Team B They ignore the importance of cross cultural negotiation training believing the proposal will speak for itself. They think negotiating global deals are the same as negotiating domestic business deals.They’re all business transactions. Dealing in one country is totally different from dealing in any other country,so global negotiations are likely to be different from domestic transactions.They undertakes some cross cultural training.They learns about the culture,values,beliefs,etiquette and approaches to business, meeting and negotiations. Q1 Which team will succeed in your opinion? ANSWER Nine times out of ten the latter will be the winner. There are two reasons- 1.it is likely they would have endeared themselves more to the host negotiation team. 2. They would be able to tailor their approach to the negotiations in a way that maximizes the potential of a positive outcome. Eye Contact Personal Space Touch Time Meeting Greeting Gift-Giving The basis of the relationship Information at Negotiations. Negotiation Styles So a few brief examples of topics covered in cross cultural negotiation train