inter'landcrossculturenegotiationPPT課件

1、 Culture Culture: The shared values and beliefs of a group of people Culture is more often a source of conflict than of synergy. Cultural differences are a nuisance at best and often a disaster. - Geert Hofstede 第1頁/共22頁 E.g. The cultural differences in business between the Middle Eastern countries

2、and the Western countries Western countries: Reaching an agreement and “shake-hands” is a cultural signal of the end of negotiations and the start of “working together”. Middle East countries : When negotiation takes place leading into the “agreement”, signified by shaking hands is a cultural signal

3、 that “serious negotiations are just beginning. 第2頁/共22頁 Two elements of culture (1) On-stage or visible elements of culture 第3頁/共22頁 (2) Back-stage or invisible elements of culture Aussie Culture - Giving everybody a fair go - Tall Poppy Syndrome Norwegian Culture- You should not be too different f

4、rom the norm- It takes a long time to become a close friend, but then it is for life第4頁/共22頁 Chinese culture- Importance of Guanxi (mutual relationships) in society - Not losing face Thai Culture - Respect for superior- Harmony/Balance第5頁/共22頁9.1 What Makes International Negotiation Different? Envir

5、onmental context Environmental forces that neither negotiator controls that influence the negotiation Immediate context Factors over which negotiators appear to have some control第6頁/共22頁9.1 What Makes International Negotiation Different?Environmental contextImmediate contextPolitical pluralismLegalp

6、luralismExternalstakeholdersCultureIdeologyInstabilityForeign Govt. and BureaucracyIntleconomicsNegotiation process and outcomeRelative bargaining powerLevels of conflictRelationship between negotiatorsImmediate stakeholdersDesired outcomes第7頁/共22頁9.2 Culture as Shared Values Individualism/ Collecti

7、vism The extent to which a society is organized around individuals or the groupSocial orientationIndividualismThe interests of the individual take preferenceCollectivismThe interests of the group take preference第8頁/共22頁第9頁/共22頁9.2 Culture as Shared Values Power distance The extent to which the less

8、powerful members of organizations and institutions accept and expect that power is distributed unequallyPower distanceLow power distanceSpreading decision making throughout the organizationHigh power distanceConcentrating decision making at the top第10頁/共22頁 Power distance values for selected countri

9、es9.2 Culture as Shared Values第11頁/共22頁第12頁/共22頁9.2 Culture as Shared ValuesCareer success/ Quality of lifeCultures promoting career success: The acquisition of money and things, not caring for others, the quality of life or peopleCultures promoting quality of life: Concerns for relationships and nu

10、rturing第13頁/共22頁 Uncertainty avoidance The extent a culture programs its members to feel either uncomfortable or comfortable in unstructured situationsRapid change and noveltyQ: Chinese culture is thought to be uncertainty avoidance, however what about all the stock-market gambling taking place?9.2

11、Culture as Shared Values第14頁/共22頁 Low Uncertainty avoidanceHigh Uncertainty Avoidance High power distance Low power distanceFamily AsianPyramid of people Latin, ArabicWell-oiled machineGermanicVillage Market NordicAnglo-Saxon第15頁/共22頁9.3 Protocol in NegotiationGreeting RitualsExercise: Two people fr

12、om same culturegreet your friendgreet business contact (same gender)greet business contact (opposite gender)greet somebody from different culture第16頁/共22頁9.3 Protocol in Negotiation Introduction protocol How do you introduce yourself to a business contact? How to introduce other persons in a busines

13、s contact? Exchange of business cards第17頁/共22頁9.3 Protocol in Negotiation Handshake, Kissing and Hugging Rituals After how long time is this required ? Are women supposed to shake hands ? 第18頁/共22頁9.3 Protocol in Negotiation Forms of Address Degree of formality When do you use titles, and what title

14、s do you use? In the US a title is a specific label for a specific job in a specific place. In German, A title is a life-title, both at work and after work. 第19頁/共22頁9.3 Protocol in Negotiation Making Contact Personal space vs. Public space In the USA (and Australia) the private space is very little, and the public space is very big and with less com