国际商务谈判 中国人民大学出版社 PART2.pptx

;;Merchants throughout the world have the same religion. — Heinrich Heine ;Culture Culture includes all learned behavior and values transmitted through shared experience to an individual living within a society. It is commonly agreed that a culture must have these three characteristics: 1. It is learned—that is, people over time transmit the culture of their group from generation to generation. 2. It is interrelated—that is, one part of the culture is deeply connected with another part, such as religion with marriage or business with social status. 3. It is shared—that is, most members of the group accept the tenets of the culture.;Cultural differences can in? uence business negotiations in signi? cant and unexpected ways. Definition of Negotiation The basic concept of Negotiation is interpreted differently from one cul- ture to another. In the United States, negotiation is a mechanical exercise of offers and counteroffers that leads to a deal. In Japan, negotiation is sharing information and developing a relationship that may lead to a deal. ;Selection of Negotiators The criteria for selecting negotiators vary from culture to culture. Usually, the criteria include knowledge of the subject matter, seniority, family connections, gender, age, experience, and status. Protocol Culture affects the degree of formality the parties use in negotiations. Culture in? uences methods of greeting as well as dress codes;Communication The many different languages of the world do not translate literally from one to another, and understanding the symbolic and physical aspects of different cultures’ communication is even more dif?cult to achieve. For example,Table the report in the United States means “postponement”; in England, it means “bring the matter to the forefront.” Body language is a case of nonverbal communication.;Time The meaning and importance of time vary from culture to culture. In Eastern cultures, time is ?uid and circular. In the United States, time is ?xed a