《商务谈判课件（英文）》Lecture 8.pptVIP

Culture and Etiquette in Negotiation Lecture 8 8.1 The Foundation of a Culture 文化是在传统与创新的交替作用下发展的，民族文化对民族自身的生存与发展具有决定性的作用。 作为人类社会发展和不断完善的历史产物，文化是人们千百年来生存斗争的创造结晶，也是民族群体逐渐摆脱自然的控制走向成熟和自由的重要标志。 Culture is a complex matter, including knowledge, belief, art, morals, custom, and other capabilities acquired by people as a member of society. People learn culture in the course of everyday living by communication with those around them. People transmit culture to others, especially to their offspring, through direct instruction and the behaviors they consciously and unconsciously encourage and discourse and discourage. The foundation of a culture is its values and norms. Values establish the culture bedrock of a society and provide the context within which a society’s norms are formed and justified. The social structure and religion can be influenced by values and norms of a society. As business becomes increasingly global, culture understanding becomes the basis of success or failure in any business. 8.1.1 Values and Norms Values systems vary from one person to another. When people share similar values at work, the result usually turns out positive. Values can dominate one’s view of choices of jobs. Their attitudes and values help them to determine what they think is right or appropriate; what is important, and what is desirable, as these are the one’s they will look at. They must consider attitudes and values. Values are presented in the political and economic system of a society. Capitalism presents a philosophical value system that emphasized individual freedom. Values are not necessarily static, but change in a country’s value system can be slow and painful for the society. As for norms, they are social rules and guidelines that prescribe and rule appropriate behavior in special situations. Norms shape the actions of people toward one another. Norms direct the relationship of people. Norms can be categorized as folkway or mores. Folkways refer to the routin