商务活动谈判.pptVIP

REVIEW of last lecture Four basic cultural patterns: A. Collectivist（集体主义）---individualist（个人主义） cultural pattern. B. high-context (高语境) ---low-context（低语境）cultural pattern. C. high-power distances and low-power distances cultural pattern. D. Mono-chronic time（单项时间取向）---poly-chronic time（多项时间取向） cultural pattern. FOCUS 1. Different people’s performance at negotiation table 2. Main cultural stereotypes文化定势 in the world Tune in: What will be your option in the following situations? 1. Your partner-to-be has been in your company before and this time he is coming to make a negotiation with you. He has informed you his arrival date and asked you to book a hotel for his team. Should you got to meet him and his team at the airport? A. Yes, as to show my sincerity. B. Not necessary as he has not asked for that. 2. A brochure小册子 in English on your company should be prepared for the visitors who may become your partners. Apart form the products range, data of the facility, which is more likely to be covered in the brochure? A. The history of the development of the company. B. The general information of the staff. 3. Before negotiation, you should collect the information about your counterpart. Which information is more necessary to you? A. about his family and his hobby. B. his decision-making power scope. b for all 3 Part 1. What is it like at negotiation? Situation A Jeff, 32, having proved talented in marketing, was sent to Japan to haggle争论，谈判，讨价还价 about a projection. When he and his team were introduced to his Japanese partnering company’s executive team, he could catch the quick and subtle doubting look from them, who look senior, at least at age, to Jeff’s. Jeff and his people were treated very well at the table---they were greeted by bows, handshakes, polite smiles, but whenever Jeff tried to talk about the project, the Japanese counterpart would beat about the bush转弯抹角 and Jeff’s team could not stand this slowness. However, after consulting some peopl