跨文化商务交际Wk12_Cross-culture_Communication教材教学课件.pptVIP

Cross-Cultural Negotiation Week 12 Contents Negotiation - Definition - Variables Cross-cultural Negotiation - Definition - Process - Variables - Stages Negotiation Negotiation A process in which explicit proposals are put forward ostensibly for the purpose of reaching an agreement on an exchange or the realization of common interest where conflicting interests are present. Negotiation Negotiation The process of discussion between TWO or MORE parties aimed at reaching a MUTUALLY acceptable agreement. - Long term positive relationship - ‘Win-Win’ situation - Too many ‘differences’ involved Negotiation- Variables Basic conception of negotiation process Negotiator selection criteria Significance of type of issue Concern with protocol Complexity of communicative context Nature of persuasive arguments Negotiation- Variables Role of individuals’ aspirations Bases of trust Risk-taking propensity Value of time Decision-making system Form of satisfactory agreement Negotiation Process Concession (Reaching an agreement or disagreement) Persuasion (Skills Strategies) Non-task sounding (Relationship Building) Preparation Task-oriented Exchange Exchange of Tasks Related Information The Negotiation Process Negotiation Process STAGE I- Preparation - Understand your own style - Determine to what extent, our style will influence others - Comparison profile a) value system b) attitudes c) behaviors STAGE II- Building Relationships It is regarded more significant in most parts of the world than it is in America - American negotiators: Objective about the specific matter at hand; Do Not want to waste time in getting down to making progress - Most of others Take enough time to build TRUST/ RESPECT, which will be the basis of negotiation Negotiation Process STAGE II- Building Relationships It is recommended to use an intermediary- someone who already has the trust and respect of the foreign managers and who therefore act as ‘relationship bridge” - e