国际商务谈判英文版课件PPT罗伯特 马士澳978 7 81134 561 2Lecture 8.pptVIP

International Team Negotiation  To be western- literate WHAT IS WESTERN-LITERACY? Ⅰ. HOW TO BE COMFORTABLE IN ANY FOREIGN CULTURE ⒈ ADAPT TO THE LOCAL CULTURE -- get familiar with…. -- reading the local daily newspaper -- make small talks -- share the experience and problems with your country man To be western- literate ⒉ ADAPT TO OTHER COUNTRIES IN THE REGION ⒊ BECOMING FLUENT IN LANGUAGE,ESPECIALLY ENGLISH -- get the first hand information -- make friends -- social drinking To be western- literate Ⅱ. COMMUNICATION -- Speak up when the situation is unclear or ambiguous. Never again will you wait somewhere for hours on end without asking exactly why you are being kept waiting. Never again will you complain privately, once having seen the price (hours of fruitless waiting) that other Chinese talk themselves into enduring. To be western- literate ⒈ HIGH CONTEXT CULTURES VS. LOW CONTEXT CULTURES TABLE 3, Page 77 ⒉ ADJUSTING TO LOW CONTEXT CULTURES What a low context culture really is ? It is one where: -- few people are interconnected, -- there are few networks of helpful friends and relatives, -- few behind-the-scenes people or organizations involved in decision making -- less uncertainty To be western- literate DOES CHINESE-LIKE COLLECTIVISM WORK IN THE WEST?? -- rules they learnt at home about fitting in with others, and building your own network of contacts (guanxi wang), to achieve goals to get your own way, do not always work in the West -- the way of independence, logic, argument and debate, with far less use of help from family, friends or associates -- older people in the West will be very approachable To be western- literate A FUNDAMENTAL CULTURAL DIFFERENCE FRIENDLY HUMAN RELAITONSHIPS CONTRACTS Discussion questions – P81 Q3 and Q4 To be western- literate HANDLING AWKWARD QUESTIONS Anything seems that it might put you or your team off balance -- not answer their question; -- to answer their questi