Intercultural Business Negotiation.ppt

Intercultural Business Negotiation Made by Echo&Rose 1.Negotiation ? a process in which explicit proposals are put forward to ostensibly for the purpose of reaching an agreement on an exchange or the realization of a common interest where conflicting interests are present Example: a group of U.S businessman are visiting China and exploring the possibility of building a factory in China. While chinese are showing them sites, the U.S people ask the level of the available watre pressure,the chinese are perplexed and ask why. The U.S people say because they need to be surethe water pressure is sufficient to fight fires for insurance purpose. The chinese answer that they have sufficient water pressure but want to know why the U.S people are speaking of bad luck. when negotiating, don't feel you have to win every issue, ask yourself: "what can I give up that will please other person without putting a major dent in what I want out of this?" Example: Bargaining for instance: 1) USA 2) Arab 3) Chinese and Japanses Intercultural Negotiation Models  social-psychological model 社会心理模式 (ethno-centrism ) principle/comparative model 原则模式 directional model 方向模式 interaction model 互动模式 package deal model 配套交易模式（cultural factors and backgrounds) on page270 Different countries have different cultures and lifestyles,this decides them have different negotiating styles and models. US business is business stress substantive issues short-term oriented like challenges in negotiation China Relationship is the primary issue prefer personal contacts Long-term oriented avoid an open conflict 'save face' 中美谈判者的差异 Question How to be a successful negotiator???? Intercultural Negotiation Strategies  Competition & cooperation 竞争与合作 Compromise agreements & integrative agreements 协议和综合协议 （折衷协议）谈判双方通过相互的让步，降低各自的期望值或利润点，而达成一个共同的折衷协议 （综合协议） 指谈