件-Chapter5跨文化谈判.ppt
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1、国际企业与跨文化管理国际企业与跨文化管理International Corporations and Intercultural ManagementInternational Corporations and Intercultural ManagementBy Li JiannanFor Students Majored in HRMFor Students Majored in HRM Chapter 5跨文化谈判跨文化谈判Intercultural Negotiation文文化化因因素素一、引导案例一、引导案例Opening Case1、案例大纲、案例大纲Case synopsisv(
2、1)谈判双方)谈判双方Two Parties of NegotiationCanadian Company加拿大公司:加拿大公司:A manufacturer of wallpaper printing equipment Canwall壁纸打印设备制造商壁纸打印设备制造商坎沃尔公司坎沃尔公司 Chinese Factory中国工厂:中国工厂:A new wallpaper production company 中国壁纸厂中国壁纸厂v(2)促成谈判的过程)促成谈判的过程The Process of Causing NegotiationThe manger of the Chinese com
3、pany,Mr.Li,had been a member of a delegation to Canada.He had met with one of Canwalls senior salespersons and the director of manufacturing.Subsequently a trade representative from Canada had been in China representing Canwalls interests to the Chinese manager.After those meetings and numerous lett
4、ers and faxes,Canwalls top people were now ready to negotiate the sale.v(3)谈判细节)谈判细节The Details of NegotiationThe First Day第一天第一天欢迎您WelcomeThis red-carpet treatment made Canadians feel optimistic aboutthe sale.The Second Day第二天第二天See the sights nearby See a local danceBut,CanadiansEager to begin dis
5、cussing the saleThe Third Day第三天第三天Giving generalizations about itselfthat seemed to the Canadians to beunrelated to the sale Chinese representativesnodded,smiled and said Yes译员译员InterpreterTranslation slowed down communicationThe Chinese also spent a lot of timetalking about the Canadian trade agen
6、t Make the presentationto 10 Chinese peopleJubilant Canadiansfelt confidentThe Fourth Day第四天第四天New faces asked Canadians to explain once againNew faces asked Canadians to explain the technologyFemale interpreters problems:unfamiliar with technological termsand only can arrange work in a public place
7、The Fifth Day第五天第五天The Chinese were reproachful aboutthe discrepancies about technologyThe afternoon session was uncomfortableOne of the key Chinese speakers left the roomwithout any explanationThe Sixth Day第六天第六天The Chinese appreciated the high quality of theCanadians product and suggested the Cana
8、dianscould give maintenance training,but the Canadianspointed out the expense and difficulty.The technical discussions to priceThe Canadians began to ask pointed questionsThe Seventh Day第七天第七天Things were still unresolvedThe methods of payment?Deadlines and requirements of the municipal officialsMana
9、ger Li smiled and spoke of mutual cooperation for thefuture,and past Chinese-Canadian relations,and the greatamount he and his factor could learn from the Canadians.补充协议补充协议Expanded versionDisappointed but with expressions on both sides of willingnessto continue to discuss the sale by mail and faxv(
10、4)谈判结果)谈判结果The Results of NegotiationThe Canadians were stunned to learn two weeks later that the factory had decided to buy from a Japanese equipment manufacturer.v(5)问题)问题QuestionsThe Canadians knew their product was good and their price was fair.What had happened to derail their sale?2、案例分析、案例分析C
11、ase Analysisv(1)坎沃尔公司在中国到底碰到了什么意外?)坎沃尔公司在中国到底碰到了什么意外?What Really Happened with Canwall in China?中国人看重关系中国人看重关系Chinese Emphasis on Relationships加拿大人希望节约时间,提高效率加拿大人希望节约时间,提高效率Canadian Expectations about Time and Efficiency谈判风格的差异谈判风格的差异Differences in Negotiating Style谈判问题的排列顺序差异谈判问题的排列顺序差异Differences
12、in Ranking Issues to be Negotiated:价格:价格Price、付款进度、付款进度Payment Schedule、对关系的看法对关系的看法Attitudes toward the Relationship决定交易成败的因素决定交易成败的因素Factors that Determined the Dealv(2)了解文化有助于谈判成功)了解文化有助于谈判成功How Knowledge of Culture can Help确认文化因素确认文化因素Identify cultural factors就对方的文化提问就对方的文化提问Questions about an u
13、nfamiliar culture最好地组织和设计谈判方式并说服对方最好地组织和设计谈判方式并说服对方The best way to organize and structure the negotiation communication and how best to persuade用非言语语言信号和具体行为用非言语语言信号和具体行为The Nonverbal and behavioral signals决策方式、信息收集方式以及在异域文化中解决问题的方式决策方式、信息收集方式以及在异域文化中解决问题的方式The way of decision making,information col
14、lecting and problems solving in the other culture在中国,结果和关系:哪个更重要?在中国,结果和关系:哪个更重要?In China,Do Results or Relationships Take Priority?The Chinese value relationships as much as resultsSpend time developing the links and cultivate a sense of friendship and obligation协调的观念协调的观念The value of harmonyAvoid
15、displays of anger or express criticism that might cause loss of faceUsing shame Not use question asking as a primary learning methodThe purpose of question asking:核实信息的准核实信息的准确性确性Verify the accuracy;弄清一些技术问题弄清一些技术问题Find out some technical problems;建立关系建立关系Build a relationship。The Chinese perform tas
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