5——Chapter5跨文化谈判资料.ppt

2、和对方建立关系 Development of relationship 3、就谈判议题交流信息 Information exchange about the topic under negotiation 4、说服/劝说 Persuasion 5、让步与协议 Concession and Agreement 1、计划 Planning 低语境文化的谈判策略 Low-Context Negotiation Tactics 高语境文化的谈判策略 High-Context Negotiation Tactics 用实际数据支撑论点Supporting argument with factual data 提出反对意见Offering counterproposals 沉默Silence 反对，不同意Disagreeing 威胁对方Threatening the opposing side 对对方进行人身攻击Attacking opponents’ characters 避开某些问题不谈Avoiding certain issues 表现自己的情绪Expressing emotion 将原则坚持到底Insisting on a final position 给出最终报价Making a final offer 用个人关系支撑论点Supporting argument with personal connections 提出反对意见Offering counterproposals 沉默Silence 建议增列条款Suggesting additional items 查阅先例Referring to precedent 服从领导Deferring to superiors 避开某些问题不谈Avoiding certain issues 避免冲突Avoiding conflict 开放式，有柔性Remaining open and flexible 对行前谈判过的问题重新进行谈判Revisiting and reopening items previously negotiated 最终谈判 Culminating negotiations 正式协议Formal agreement 非正式协议Informal agreement 未达成的协议Agreement not to agree 待续的协议 四、管理谈判冲突 Managing Conflict in Negotiation 群体内冲突 Intra-group conflict 群体间冲突 Inter-group conflict 两个或更多群体或组织之间外在的不一致 发生在特定群体或组织内部的争端和对抗 管理冲突的各种方式 ——冲突解决方案的二元关注模型Dual concern model 折衷 Compromise 迁就 Accommodation 合作 Collaboration 回避 Avoidance 竞争 Competition 高 对他人成果的关注 低 低 对自身成果的关注 高 五、总结 Conclusion 1、引导案例Opening Case； 2、谈判要素Factors in Negotiation：谈判结果的预期Expectations for Outcomes、谈判小组的人员组成Members of the Negotiating Team、谈判的物理环境Physical context of the negotiation、沟通与谈判风格Communication and style of negotiating； 3、谈判的阶段划分The Phases of Negotiation的：和对方建立关系Development of relationship、就谈判议题交流信息Information exchange about the topic under negotiation、说服Persuasion、让步与协议Concession and agreement； 4、管理谈判冲突Managing Conflict in Negotiation Any question ? 国际企业与跨文化管理International Corporations and Intercultural Management By Li Jiannan For Students Majored in HRM Chapter 5 跨文化谈判 Intercultural Negotiation 文 化 因 素 一、引导案例Opening Case 1、案例大纲Case synopsis （1）谈判双方Two Parties of Negotiation Ca