跨文化商务交际unit_8_Intercultural_Negotiation教材教学课件.ppt

French A great deal of firmness An insistence on using French as the language for the negotiation A decidedly lateral style in negotiating Verbally and nonverbally expressive Love debate but not intense criticism Drinking wine Red tape, a big part of negotiating Russian Clear agendas Make few concessions early in negotiation Warm and gregarious Be ready for hardball tactics: table-pounding, emotional outbursts, brinkmanship, loud threats and walkouts Bureaucratic decision-making Chinese Have business negotiations in an indirect manner Decision-making process is slow and time-consuming Distinguished by concern for “face” and specialization Welcome genuine interest in families Korean Respect hard-line, strong opponents Avoid a joke or humorous anecdote Known as tough negotiators Mistakes are dealt with severely Being direct is incompatible with their business practices Women play a subservient role  Interests Drive Negotiations People negotiate to fulful their interests. Same bed, different dreams Smart Bargaining: Doing Business with the Japanese  Japan, the first very successful Asian economy, Much of study about doing business with Japanese Eight tactics for negotiating with the Japanese 1. Let Japanese bring up business. 2. Try not to interrupt them 3. Ask questions before making counter offers. 4. Expect and allow for silence. 5. Expect high price demands and ask questions. 6. Consider all issues together, not one at time 7. use informal channel of communication 8. Avoid threats. Now that China has risen to economic prominence, China is the focus of most writing about negotiating in Asia. Imbalances In China, the tactics are like proverbs or folklore 36 Chinese Strategies China It has been modified and applied to the world of business History of “36 strategies” Many foreign negotiators are realizing that the way to negotiating in China may be best sought from the source—China’s ancient military classics A collection of 36 stories of s