跨文化交流与谈判.ppt
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1、Chapter7Cross-Cultural Communication and NegotiationThe specific objectives of this chapter are:1.DEFINE the term communication,examine some examples of verbal communication styles,and explain the importance of message interpretation.2.ANALYZE the common downward and upward communication flows used
2、in international communication.3.EXAMINE the language,perception,and culture of communication,and nonverbal barriers to effective international communications.Chapter7Cross-Cultural Communication and Negotiation4.PRESENT the steps that can be taken to overcome international communication problems.5.
3、5.DEVELOP approaches to international negotiations that respond to differences in culture.6.REVIEW different negotiating and bargaining behaviors that may improve negotiations and outcomes.The specific objectives of this chapter are:3Communication Process and Verbal Communication StylesnCommunicatio
4、nnThe process of transferring meanings from sender to receivernVerbal communication stylesnContext is information that surrounds a communication and helps convey the messagenMessages are often highly coded and implicit in high-context societies,such as Japan and many Arab countriesnThe message is ex
5、plicit and the speaker says precisely what he or she means in low-context societies such as the United States and Canada4Explicit and Implicit CommunicationHigh-context/implicit communication culturesLow-context/explicit communication culturesGermansSwiss GermansScandinaviansNorth AmericansFrenchEng
6、lishItaliansLatin AmericansArabsJapaneseAdapted from Figure 71:Explicit/Implicit Communication:An International Comparison5Table 71Major Characteristics of Verbal StylesPhases of Multicultural DevelopmentAdapted from Table 71:Major Characteristics of Verbal StylesIndirect vs.directIndirectDirectImpl
7、icit messagesExplicit messagesCollective,high contextIndividualistic,low contextSuccinct vs.elaborateElaborateHigh quantity of talkModerate uncertainty avoidance,high contextExactingModerate amount of talkLow uncertainty avoidance,low contextSuccinctLow amount of talkHigh uncertainty avoidance,high
8、contextCultures in WhichMajor Interaction Focus Characteristic ItVerbal Style Variation and Content Is Found6Table 71Major Characteristics of Verbal StylesPhases of Multicultural DevelopmentCultures in WhichMajor Interaction Focus Characteristic ItVerbal Style Variation and Content Is FoundAdapted f
9、rom Table 71:Major Characteristics of Verbal StylesContextual vs.personalContextualFocus is on the speaker and role relationshipsHigh power distance,collective,high contextPersonalFocus is on the speaker and personal relationshipsLow power distance,individualistic,low contextAffective vs.instrumenta
10、lAffectiveLanguage is process oriented and receiver focusedCollective,high contextInstrumentalLanguage is goal oriented and sender focusedIndividualistic,low context7Communication Process and Verbal Communication StylesnIndirect and direct stylesnIn high-context cultures,messages are implicit and in
11、directnVoice intonation,timing,and facial expressions play important roles in conveying informationnIn low-context cultures,people often meet only to accomplish objectives and tend to be direct and focused in their communicationsVerbal communication styles(continued)8Communication Process and Verbal
12、 Communication StylesnElaborate and succinct stylesnThree degrees of communication quantity elaborate,exacting,and succinct.nThe elaborating style is more popular in high-context cultures that have a moderate degree of uncertainty avoidancenThe exacting style focuses on precision and the use of the
13、right amount of words to convey the message and is more common in low-context,low-uncertainty-avoidance culturesnThe succinct style is more common in high-context cultures with considerable uncertainty avoidance where people tend to say few words and allow understatements,pauses,and silence to conve
14、y meaning.Verbal communication styles(continued)9Communication Process and Verbal Communication StylesnContextual and personal stylesnContextual style is one that focuses on the speaker and relationship of the partiesnContextual style is often associated with high-powerdistance,collective,high-conte
15、xt culturesnPersonal style focuses on the speaker and the reduction of barriers between the parties nPersonal style is more popular in low-power-distance,individualistic,low-context culturesVerbal communication styles(continued)10Communication Process and Verbal Communication StylesnAffective and in
16、strumental stylesnAffective style is common in collective,high-context cultures and is characterized by language that requires the listener to note what is said and to observe how the message is presentednThe meaning is often nonverbal and requires the receiver to use his or her intuitive skills to
17、decipher the messagenInstrumental style is goal oriented and focuses on the sender who clearly lets the other party know what he or she wants the other party to know.nThe instrumental style is more commonly found in individualistic,low-context culturesVerbal communication styles(continued)11Summary
18、of Verbal Styles12Communication FlowsnDownward communicationnTransmission of information from manager to subordinatenPrimary purpose of manager-initiated communication is to convey orders and informationnManagers use this channel for instructions and performance feedbacknThe channel facilitates the
19、flow of information to those who need it for operational purposes13Communication EpigramsAdapted from Figure 72:Communication Epigrams14Matsushitas PhilosophyTable 73Matsushitas PhilosophyAdapted from Table 73:Matsushitas PhilosophyBasic Business PrinciplesTo recognize our responsibilities as indust
20、rialists,to foster progress,to promote the general welfare of society,and to devote ourselves to the further development of world culture.Employees CreedProgress and development can be realized only through the combined efforts and cooperation of each member of the Company.Each of us,therefore,shall
21、 keep this idea constantly in mind as we devote ourselves to the continuous improvement of our Company.15Matsushitas PhilosophyTable 73Matsushitas PhilosophyAdapted from Table 73:Matsushitas PhilosophyThe Seven Spiritual Values1.National service through industry2.Fairness3.Harmony and cooperation4.S
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