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1、Chapter 19,Inventive Negotiations with International Customers, Partners, and Regulators,Copyright 2016 McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent of McGraw-Hill Education.,第 19 章,与国际客户、合作伙伴和政府部门的谈判,Copyright 2016 McGraw-Hill Educati
2、on. All rights reserved. No reproduction or distribution without the prior written consent of McGraw-Hill Education.,Learning Objectives (1 of 2),LO1 The problems associated with cultural stereotypes LO2 How culture influences behaviors at the negotiation table LO3 Common kinds of problems that crop
3、 up during international business negotiations LO4 The similarities and differences in communication behaviors in several countries LO5 How differences in values and thinking processes affect international negotiations,3,Copyright 2016 McGraw-Hill Education. All rights reserved. No reproduction or d
4、istribution without the prior written consent of McGraw-Hill Education.,学习目标(1/2),与文化成见有关的问题 文化如何影响谈判行为 国际商务谈判中的常见问题 若干国家在沟通行为方面的相似性和差异性 思维和决策程序差异如何影响国际谈判,4,Copyright 2016 McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent of McGraw-Hill Edu
5、cation.,Learning Objectives (2 of 2),LO6 Important factors in selecting a negotiation team LO7 How to prepare for international negotiations LO8 Managing all aspects of the negotiation process LO9 The importance of follow-up communications and procedures LO10 The basics of inventive international ne
6、gotiations,5,Copyright 2016 McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent of McGraw-Hill Education.,学习目标(2/2),影响谈判团队挑选的重要因素 如何做好国际谈判的准备工作 谈判过程各个方面的管理 后续沟通和程序的重要性 富有创造性的国际谈判的基础,6,Copyright 2016 McGraw-Hill Education. All rights reserved.
7、 No reproduction or distribution without the prior written consent of McGraw-Hill Education.,International Negotiations,Face-to-face negotiations are an omnipresent activity in international commerce Plans are usually implemented through face-to-face negotiations with business partners and customers
8、 from foreign countries Executives must also negotiate with representatives of foreign governments In many countries, governmental officials may also be joint venture partners and, in some cases, vendors,7,Copyright 2016 McGraw-Hill Education. All rights reserved. No reproduction or distribution wit
9、hout the prior written consent of McGraw-Hill Education.,国际谈判,面对面谈判是国际商务中非常普遍的活动。 在国际商务中，这些计划几乎总是通过与国外商业伙伴和客户的面对面谈判来实施的。 高层经理还必须与外国政府的代表进行谈判。 在许多国家，政府官员也可能是合资企业的合伙人，有时也可能是卖主。,8,Copyright 2016 McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consen
10、t of McGraw-Hill Education.,The Dangers of Stereotypes,Negotiations are not conducted between national stereotypes; negotiations are conducted between people, and cultural factors often make huge differences For example, we might expect substantial differences in negotiation styles between English-s
11、peaking and French-speaking Canadians In addition to the influence of culture, individual personalities and backgrounds and a variety of situational factors also heavily influence behavior at the negotiation table.,9,Copyright 2016 McGraw-Hill Education. All rights reserved. No reproduction or distr
12、ibution without the prior written consent of McGraw-Hill Education.,成见的危害,谈判并不是在两种民族成见之间进行的，而是在人与人之间进行的，所以文化因素常常起着重大的作用。 例如，不难判断，讲英语的加拿大人和讲法语的加拿大人之间的谈判风格会有很大的差异。 除了文化的影响，个人的性格和背景以及各种环境因素也会大大影响谈判中的行为。,10,Copyright 2016 McGraw-Hill Education. All rights reserved. No reproduction or distribution withou
13、t the prior written consent of McGraw-Hill Education.,European Stereotypes,11,Copyright 2016 McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent of McGraw-Hill Education.,关于欧洲人的成见,12,Copyright 2016 McGraw-Hill Education. All rights reserved.
14、No reproduction or distribution without the prior written consent of McGraw-Hill Education.,The Pervasive Impact of Culture on Negotiation Behavior (1 of 2),Looking broadly across the several cultures, two important lessons stand out: Regional generalizations very often are not correct. For example,
15、 Japanese and Korean negotiation styles are quite similar in some ways, but in other ways, they could not be more different. Japan is an exceptional place: On almost every dimension of negotiation style considered, the Japanese are on or near the end of the scale (high).,13,Copyright 2016 McGraw-Hil
16、l Education. All rights reserved. No reproduction or distribution without the prior written consent of McGraw-Hill Education.,文化对谈判行为的普遍影响(1/2),综观几种文化，显而易见存在两大重要教训： 笼统地按地区归类通常是不准确的。例如，虽然日本人和韩国人的谈判风格在有些方面颇为相似，但是在其他方面可能是完全不相同的。 日本是一个例外之地：就影响谈判风格的各种因素来说，日本人处于或接近尺度的末端。,14,Copyright 2016 McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent of McGraw-Hill Education.,The Pervasive Impact of Culture on Negotiation Behav
