商务英语谈判Chapter7

Chapter7Cross-culturalNegotiation7.1Language&CommunicationUnderstandingCulturalDifferences7.2NegotiationAmongCultures7.3CulturalConflictManagement7.4CONTENTS目录VerbalAspectsANonverbalAspectsB7.1Language&CommunicationA.VerbalAspectsAvoiddiscussingpoliticsorreligionunlesstheotherpartyinitiatesthediscussion.Avoidhighlypersonalquestions.Avoidanyactionsthatcouldbeperceivedtomeanyoubelieveyourculturedoesthingsbetterthananother.Keepyourcommunicationsimpleandstraightforward.Avoidslang,jargons,andfigurativeexpressions.EnunciatewordscarefullyandspeaksomewhatmoreslowlywhencommunicatingwiththosewhospeakEnglishasasecondlanguage.Introducefrequentfeedbacktodeterminewhetherthelistenerhasunderstood.Rthetemptationtointerruptthespeakerbeforethemessageiscomplete.Keeptheconversationpositive.Avoidaskingquestionsthatwouldimplycriticism.Avoidtellingethnicjokesbecauseofoffendingsomeone.B.NonverbalAspects:Time,Space,BodyLanguageMonochronic:linear,sequentialandinvolvingonethingatatime.Location:European-influencedculturesoftheUnitedStates,Germany,Switerzerland,Scandinavia,Japan.Polychronic:elastic,timeinvolveworkingonseveralactivitiessimultaneously.Location:MediterraneanandLatinculturesincludingFrance,Italy,Greece,Mexico,andsomeEasternandAfricancultures.1.Time:Monochronicvs.PolychronicDifferentacrosscultures.Personalspace:America:don`tstandtooclose.Aminimunoftwofeetawayfromtheotherpersonwilldoit.Eyecontact:AsignofreliabilityandtrustworthinessintheAmericanandCanadiandominantculturesandArabiancultures.LookingdownisasignofrespectinAsiansettings.2.SpaceLikesordislikes,tensions,andassessinganargumentareshownbynumeroussignssuchasblushing,contractionoffacialmuscles,giggling,strainedlaughterorsimplysilence.Peoplewhenseated,leanforwardiftheylikewhatyouaresayingorareinterestedinlistening.Sitbackwithcrossedarmsiftheydonotlikethemessage.Blinkingcanberelatedtofellingsofguiltorfear.3.BodyLanguageIndividualismCollectivismAPowerDifferntialBUncertaintyAvoidenceCMulinityFeMinityD7.2UnderstandingCulturalDifferencesA.Individualism---collectivism

IndividualismDefinition:Inindividualisticculturesthefocusofone`sbehaviorcanbeunshamedlyself-centered.Features：Puttasksbeforerelationshipsandtovalueindependencehighly;Valuetheindividualneeds;Linearlogic,openconflict;Makedecisionsunilaterally.Collectivism:Definition:Theinterestsofthegroup,aregivenpriorityoverthoseofthegroup.Features：Relyongroupcensuousandtheavoidanceofconflict;Emphasizesolidarity,loyaltyandstronginterdependenceamongtheindividuals;Mutualself-interest;Dependonthesuccessofthegroup;Integrityisvalued;Abstract,generalagreements.B.PowerDifferentialHighpowerdifferntialDefinition：somepeopleareconsideredsuperiortoothers.Location:Arabiancountries,Malaysia,thePhilippines,Mexico,Indonesia,andIndia.Theyarecomfortablewith:Hierarchichicalstructures.Clearauthorityfigures.Therighttousepowerwithdiscretion.LowpowerdifferentialDefinition:equality,earnedstatusmorethanascribedstatus.Location:U.S.,Austria,Denmark,Israel,Newzealand,Sweden,Norway,Finland,Switzerland,Britain,andGermany.Theyarecomfirtablewith:Democraticstructuresandflatorganizationalhierarchies.Sharedauthority.Therighttousepoweronlyinlimitedcircumstancesandforlegitimatepurposes.C.UncertaintyAvoidenceRelatetouncertainityandambiguity,andhowwelltheymayadapttochanges.Countrieswhichcannottolerateuncertainity:MuslimcountriesandtraditionalAfricancountries.------conformity,safety,riskavoidance,andrelianceonformalrulesandrituals.--difficulttoestablishrelationships.Countrueswhichcantolerateuncertainity:Scandinavia,andSingapore.------risk-taking,problem-solving,flatorganizationalstructures,andtoleranceforambiguity.--easiertoestablishrelationships.D.Masculinity--FemininityMasculinity:Countries:JapanandLatinAmericavalues:assertiveness,task-orientation,andachievement“Livetowork”Femininity:Countries:Scandinavia,Thailand,andPortugal.values:cooperation,nurturing,relationshipandsolidaritywiththoselessprevail.“Worktolive”ContextOrientationinMajorCulturesAApproachesofTypicalCulturestoNegotiationB7.3NegotiationamongCultures

ContextOrientationinMajor

CulturesHigh-contextculturesRegions:MiddleEast,Asia,Africa,andSouthAmericaFeatures:High-contextculturesarerelational,collectivistic,intuitive,andcontemplative.Developingtrustisanimportantfirststeptoanybusinesstransaction.Theseculturesprefergroupharmonyandconsensustoindividualachievement.Peoplearelessgovernedbyreasonthanbyintuitionorfeelings.Wordsarenotsoimportantascontext.Low-contextculturesRegions:values:NorthAmericaandmuchofWesternEuropeFeatures:Low-contextculturesarelogical,linear,individualistic,andaction-oriented.Peoplevaluelogic,facts,anddirectness.Decisionsarebasedonfactratherthanintuition.Discussionsendwithactions.Andcommunicatorsareexpectedtobestraightforward,concise,andefficientintellingwhatactionisexpected.Explicitcontractsconcludenegotiations.

ApproachesofTypicalCulturestoNegotiationU.S.ApproachestoNegotiationJapaneseApproachestoNegotiationGermanApproachestoNegotiationLatinAmericanapproachestoNegotiationAfricanApproachestoNegotiationOtherculturesTheEvolutionofNegotiation

U.S.ApproachestoNegotiation

U.S.negotiatorstendtorelyonindividualisticvalues,imaginingselfandotherasautonomous,independent,andself-reliant.Americannegotiatorstendto:becompetitiveintheirapproachtonegotiations,includingcomingtothetablewithafall-backpositionbutbeginningwithanunrealisticoffer;beenergetic,confident,andpersistent;theyenjoyarguingtheirpositions,andseethingsuniversally--i.e.,theyliketotalkaboutbroadapplicationsofideas;concentrateononeproblematatime;focusonareasofdisagreement,notareasofcommonalityoragreement;likeclosureandcertaintyratherthanopen-endednessorfuzziness.directandhonestindeliveringtheirnegativeevaluations.JapaneseApproachestoNegotiationFocusongroupgoals,interdependence,andahierarchicalorientation.politeness,relationships,andtheirindirectuseofpower.discloselessaboutthemselvesandtheirgoalsthanFrenchorAmericancounterparts.putlessemphasisontheliteralmeaningsofwordsGermanApproachestoNegotiationThorough,systematic,highlyprepared,lowinflexibilityandcompromise.takestheruleoflawseriously.ConservatismandsecurityisvaluedgreatlyYoungGermanexecutivesarestatus-consciousandregardworkanimportantsourceoftheirfulfillment,self-esteem,andstatus.Characteristic:Dotheirhomeworkverywellbeforenegotiations.Makepoorconversationpartnersastheyseenopointinsmalltalk.Franknessishonestyand“diplomacy”canoftenmeandeviousness.Considerformalityanduseofsurnameassignsofrespect.Expectorganizationandorderinallthings.Sticktothefacts.Beslowatmakingdecisionsastheyhaveaconsensusdecision-makingprocesswhichtakestime.

LatinAmericanapproachestoNegotiationRoleexpectationsinfluencenegotiationinLatinAmericancontexts.Responsibilitytoothersisgenerallyconsideredmoreimportantthanschedulesandtaskaccomplishment.polychronicorientationtotime.Negotiationisdonewithinnetworks,relationshipsareemphasized,andopenrupturesareavoided.

Theypreferredastoried,holisticapproachtoconflictandnegotiation,ratherthanalinear,analyticalone.WhenCentralAmericansneededhelpwithnegotiations,theytendedtolooktoinsiderpartialsratherthanoutsiderneutrals,preferringthetrustandconfidenceofestablishedrelationshipsandculturalinsighttoothercredentialsorexpertise.AfricanApproachestoNegotiationManyAfricannationshaveindigenoussystemsofconflictresolutionthathaveenduredintothepresent.Thesesystemsrelyonparticularapproachestonegotiationthatrespectkinshiptiesandelderroles,andthestructuresoflocalsocietygenerally.Thegoalofrestoringsocialnetworksisparamount,andindividualdifferencesareexpectedtobesubsumedintheinterestofthegroup.Eldershavesubstantialpower,andwhentheyinterveneinaconflictoranegotiation,theirwordsarerespected.TheEvolutionofNegotiationInternationalbusinessculturetendstoprivilegeWesternapproachestonegotiation,centeredinproblem-solvingandlinearcommunication.AsWesternnormsarebalancedwithEasternandSouthernvalues,andlocaltraditionsarebalancedwithregionalandnationalapproaches,negotiationpracticescontinuetheirglobalevolution.TwoapproachestoconflictAEffectiveconflictmanagementB7.4.CulturalConflictManagementTwoapproachestoconflict

AgoodthingAbadthingConflictisagoodthinginmanycultures,especiallyWesternculturesManyculturalgroupsviewconflictasultimatelydestructiveforrelationships.AsianculturesThesetwoapproachestoconflictresolutionreflectdifferentunderlyingculturalvaluesinvolvingidentityandfacesaving.

Effectiveconflict