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,*,Lecture Six,Business Interaction,商务活动,/,谈判,1,Lecture Six1,REVIEW of last lecture,Four basic cultural patterns:,A.,Collectivist,（集体主义）,-,individualist,（个人主义）,cultural pattern.,B.,high-context,(,高语境,)-,low-context,（低语境）,cultural pattern.,C.,high-power distances,and,low-power distances,cultural pattern.,D.,Mono-chronic time,（单项时间取向）,-poly-chronic time,（多项时间取向）,cultural pattern.,2,REVIEW of last lecture2,FOCUS,1.Different peoples performance at negotiation table,2.Main cultural stereotypes,文化定势,in the world,3,FOCUS 1.Different peoples p,Tune in:,What will be your option in the following situations?,1.Your partner-to-be has been in your company before and this time he is coming to make a negotiation with you.He has informed you his arrival date and asked you to book a hotel for his team.Should you got to meet him and his team at the airport?,A.Yes,as to show my sincerity.,B.Not necessary as he has not asked for that.,4,Tune in:What will be your opti,2.A brochure,小册子,in English on your company should be prepared for the visitors who may become your partners.Apart form the products range,data of the facility,which is more likely to be covered in the brochure?,A.The history of the development of the company.,B.The general information of the staff.,3.Before negotiation,you should collect the information about your counterpart.Which information is more necessary to you?,A.about his family and his hobby.,B.his decision-making power scope.,b for all 3,5,2.A brochure小册子 in English,Part 1.,What is it like at negotiation?,Situation A,Jeff,32,having proved talented in marketing,was sent to Japan to haggle,争论，谈判，讨价还价,about a projection.When he and his team were introduced to his Japanese partnering companys executive team,he could catch the quick and subtle doubting look from them,who look senior,at least at age,to Jeffs.Jeff and his people were treated very well at the table-they were greeted by bows,handshakes,polite smiles,but whenever Jeff tried to talk about the project,the Japanese counterpart would beat about the bush,转弯抹角,and Jeffs team could not stand this slowness.However,after consulting some people who were experienced,6,Part 1.What is it like at neg,in doing business with Asian people,Jeff asked his company for sending some looking somewhat aged staff to him.Jeff introduced the new arrivals as his senior at the table.Japanese people seemed to be happier to talk with the aged representatives from Jeffs company about the project.Even there were still some unexpected setbacks,挫折，周折,in later negotiation process,the ice was broken.,打破了僵局,7,in doing business with Asian p,Why the Japanese people were not willing to get business settled with Jeff,could you try to find the reason?,Japanese people didnt want to talk with Jeff about the project just because he looked too young-according to their norm.,Age is experienced?,-Yes,it is true for Japanese.,She or he?,-For Japanese,He of course.,p148,8,Why the Japanese people were,Situation B,Some German business people would complain about the inefficiency of their Arabic partners.Schneiders experience might be a typical one.Schneider paid a visit to Mr.Abdullah,one of his potential clients in the Mid-East,and was hospitably received.But Abdullah dwelt very long on small chatting and Schneider got a bit impatient.However,as he had been advised before that Arabic people value friendship very much and a long chatting before setting to business is a norm,he exercised his patience.Schneider tried to keep his step to that of Arabic and instead of presenting the program as how benefiting it would be to Abdullah,he,9,Situation B9,said that,he himself would be benefited a great deal,which always sounds persuasive and pleasant in Mid-East business field.Abdullah was pleased that he could help Schneider and agreed to set an arrangement for further talk on the program.,On the appointed day,S arrived on time and was again received with a long chatting before the talk started.However,in the midst of the talk,someone entered the room and said something to Abdullah,then Abdullah stood up and apologized for an excuse.S was left in the meeting room for another two hours.,10,said that he himself would be,S,well-organized and scheduled as his native people,was very upset with the unexpected pause during the talk.He couldnt help worrying about his dating on the very evening as the talk might be ended later than he had supposed.,Finally,Abdullah returned and said in a casual way that one of his friends had just dropped in and so he had to excuse himself to have a cup of coffee with the visitor.Thats really the last straw for S.He regretted very much that he had not followed his Arabic backgrounded friends advice,who suggested he get a local agent to settle business there.,11,S,well-organized and schedule,Why would Arabic business people rather be helpful than helped?Why should S get a local agent to settle the business in the Mid-East?,ABC for trading wit