国际商务谈判第二版Chapter11-12.ppt

2. In status-oriented cultures --To have enough older or senior members with formal roles and status in society --Respect the line of hierarchy in the other team --Use tittles and symbols to indicate your status in society --Do business face to face --Dress conservatively --Do not use first name --Refrain joking and social chatting in pubic --Avoid negotiating over the phone and by mail 3. In future- oriented cultures --Avoid displays of impatience --Spend more time on interpersonal relating during your negotiation --Reciprocation of greetings, gifts and personal favors 4. In uncertainty-avoidance cultures --To be fully prepared --Keep appointment strictly, schedule meeting in advance and do not be late --Discuss one issue at a time --Avoid interruptions and delays --Be formal . Never made critical comments about situations, conditions and people in public --Respect the need of other party to haggle Key points for negotiating across cultures --Planning is crucial. --Beware of making cultural assumptions. --Be flexible. --Language is an important link across cultures and between negotiators, but it also can be a barrier. --Non-verbal communication is a very important factor in intercultural negotiation. --Negotiating styles differ significantly across cultures. Teaching Importance:-- International business negotiation style -- Adopting cultures-specific strategies  Case Study I Case study P178-182 Look through the case and consider following questions. Invite students to translate the case. Choose students to answer questions. Question1, 2, 3, 4 International Business Negotiation What is the aim of this course?  1. Acquiring knowledge of the basic principles of negotiation，the common and costly negotiating mistakes, and how to avoid them. 2. Developing interactive skills and the ability to communicate effectively.  3. Developing the ability to recognize the specific feelings, values and beliefs that other