,单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,跨文化交际实训,ISBN：978-7-5663-1100-9,2021年8月 第2版,Chapter 7,Intercultural,Business Negotiation,Learning Objectives,In this chapter,you should be able toDefine the intercultural negotiation process.,Differentiate between negotiation models and styles.,Identify different phases of negotiation process.,Distinguish between negotiation strategies.,Recognize and use successful intercultural negotiation guidelines.,.,What is intercultural negotiation?,Are there any differences among different countries in business negotiation?,Warm-up,I.,Definition of Negotiation,谈判的定义,Tips for,a win-win negotiation,an interactive process of discussion,between two or more parties,various forms of communication,discuss common interests,resolv,e,conflicting ones,reach an agreement of mutual benefit,make compromises,basic negotiation skills,Understand cultural differences,modify the negotiation style in accordance,Key Terms,Intercultural negotiation 跨文化谈判,跨文化谈判是一种属于不同文化思维形式、感情方式及行为方式的谈判方的谈判。跨文化商务谈判是一项复杂的综合性经营管理活动，它涉及政治、经济、技术、法律、文字、心理、社交等诸多学科。,win-win negotiation 双赢谈判，也称一体化谈判,“双赢谈判是把谈判当作一个合作的过程，能和对手像伙伴一样，共同去找到满足双方需要的方案，使费用更合理，风险更小。“双赢谈判强调的是：通过谈判，不仅是要找到最好的方法去满足双方的需要，而是要解决责任和任务的分配，如本钱、风险和利润的分配。“双赢谈判的结果是：你赢了，但我也没有输。,Glossary,interactive,adj.,交互式的,resolve,v.,决心,决定,决心要,解决,conflict,n.,斗争,冲突；,vi.,抵触,冲突,compromise,n.,妥协,折衷,indispensable,adj.,不可缺少的,绝对必要的,coordinate,vt.,调整,整理,satisfactory,adj.,令人满意的,verbal,adj.,口头的,modify,n.,教区教友,clientele,vt.,更改,修改,What does a successful negotiation involve?,Comprehension Questions,II.,Framework for Intercultural Negotiation,跨文化谈判的结构,Basic Conception of Negotiation Process,Negotiator Selection Criteria,Significance of Type of Issue,Concern With Protocol,Complexity of Communicative Context,Nature of Persuasive Arguments,Role of Individuals Aspirations,Bases of Trust,Risk-Taking Propensity,Value of Time,Decision-Making System,Form of Satisfactory Agreement,III.,Intercultural Negotiation Styles,跨文化谈判的风格,Intercultural Negotiation Models,跨文化谈判的模式,Socio-Psychological Model 社会心理模式,Principles Model 原那么模式,Directional Model 方向模式,Interaction Model 互动模式,Package Deal Model 配套交易模式,III.,Intercultural Negotiation Styles,跨文化谈判的风格,Intercultural Negotiation Styles,跨文化谈判的风格,Normative,Intuitive,Analytic,Factual,III.,Intercultural Negotiation Styles,跨文化谈判的风格,High-context negotiation tactics,Low-context negotiation tactics,Supporting argument with personal connections.,Supporting argument with factual data.,Offering counterproposals.,Offering counterproposals.,Silence.,Silence.,Suggesting additional items.,Disagreeing.,Deferring to precedent.,Threatening the opposing side.,Deferring to superiors.,Attacking opponents characters.,Avoiding certain issues.,Avoiding certain issues.,Avoiding conflict.,Expressing emotion.,Remaining open and flexible.,Insisting on a final position.,Revisiting and reopening items previously negotiated.,Making a final offer.,Key Terms,Negotiation style 谈判风格,指谈判人员在谈判过程中通过言行、举止所表现出来的，建立在其文化积淀根底上的，关于谈判的思想、策略和行为。,individualism 个人主义,个人主义是美国文化的主体,个人主义指的是个人自我独立、自我奋斗、自己掌握自己命运的执著精神。从好的角度说，个人主义有利于创业精神的弘扬，它给人以时机，赋予自由，鼓励多样性，人要有自主动机,自主抉择,通过自力更生到达自我实现。,Glossary,psychological,adj.心理(上)的,ethnocentrism,n.,民族,(,种族,),优越感,assumption,n.,假定,设想,amicably,adv.,友善地,tactics,n.,战术,策略,characteristic,adj.,特有的,典型的；,n.,特性,特征,reciprocal,adj.,互惠的,相应的,normative,adj.,标准化的,Glossary,intuitive,adj.直觉的,analytic,adj.,分析的,解析的,factual,adj.,事实的,实际的,counterproposal,n.,反建议,defer,vt.,使推迟,使延期,pacific Rim countries,环太平洋的国家和地区,escalating,adj.,逐步升高,逐步增强,profanity,n.,亵渎,Comprehension Questions,What are the typical elements of American negotiation styles,and how might they clash with the negotiation styles of there cultures?Develop a set of recommendations for overcoming these clashes.,What are the styles of negotiating of the countries such as the United States,Germany,France,India and Japan?,What are the differences between high-context culture and low-context culture in negotiation?,IV.,Phases of Negotiation,谈判的阶段,Preparation,准备,Identify the objectives,Explore the possible options,Engage in collecting information about partner,Select negotiators,Optimize negotiation strategies,Make various alternatives,Decide on a bottom line,IV.,Phases of Negotiation,谈判的阶段,Non-task Relationship Building,非实质性的开局阶段,Warm up the coming negotiation,Establish a harmonious relationship between negotiating,Build mutual trust,Two parties get to know each other,Create a friendly atmosphere and establish mutual trust.,Conveys a companys image,Illustrate the companys business conducting style,IV.,Phases of Negotiation,谈判的阶段,Task-Oriented Information exchange,谈判中的主题信息交流,Get down to business,One of the parties takes the initiative and come up with a proposal,Read signals from the others words,gestures,facial expressions and other factors,Ask questions rather than wait for disclosure,In order not to seem aggressive,“frame your questions,IV.,Phases of Negotiation,谈判的阶段,Persuasion,劝说,Have an explicit idea on t