CROSS CULTURAL - University of Hawaii System跨文化-夏威夷大学系统.docVIP

CROSS CULTURAL NEGOTIATIONS Professor John Barkai William S. Richardson School of Law University of Hawaii at Manoa 2515 Dole Street, Honolulu, Hawaii 96822 Phone (808) 956-6546 E-mail: barkai@ /~barkai What Is Culture? - is a technical term used by anthropologists to refer to a system for creating, sending, storing, and processing information developed by human beings, which differentiates them from other life forms (Hall 1990). - is to human collectivity what personality is to the individual (Hofstede 1984, p.21). - it consists of ideals, values, and assumptions about life that are widely shared among people and that guide specific behaviors. (Brislin 1993) _____________________________________ Some of the major ideas about cross-cultural negotiations have been contributed by Edward T. Hall and Geert Hofstede. There are many different approaches to cross-cultural negotiations. This packet will present a number of ideas for your consideration. MYTHS REALITIES IN CROSS-CULTURAL DEAL-MAKING DISPUTING WESTERN ASIAN Direct, low-context communication Indirect, high-context communication Efficient information exchange Repetitive questions Time pressure Unlimited time Individual Collective Individual decision maker Team with authority Group decision makers Team without authority Early task focus Get down to business Early non-task focus Banquets site seeing Contract Relationship A contract is a contract Renegotiation always possible Long, detailed contracts Short, general contracts Contingencies pre-determined in the contract Contingencies settled by friendly negotiations Short term focus Long term focus Issue by issue negotiation agenda All issues always open to negotiation Profits focus Market share, future focus Limited government involvement in the deal-making Significant government involvement in deal-making Business Friendship Cross Cultural Negotiations STAGES OF A NEGOTIATION – Graham Sano, Smart Bargaining 1. Develop Rapport