跨文化交际实训课件Chapter7.ppt

V. Intercultural Negotiation Guidelines 跨文化谈判方针 Before the Negotiation 谈判前 Rule 1: Determine that the negotiation is feasible. Rule 2: Define the objectives to be gained from the negotiation. Rule 3: Research your facts such as culture-specific information and business style. Rule 4: Decide on your strategy. Rule 5: Send the proper team including your own interpreter; if consultants are proper, include them. Do not change negotiators. V. Intercultural Negotiation Guidelines 跨文化谈判方针 Beginning the Negotiation 开始谈判 Rule 6: Allow plenty of time. Do not, however, tell the other side your timetable. Rule 7: make sure the environment is correct, be familiar with the agenda. V. Intercultural Negotiation Guidelines 跨文化谈判方针 Hard Bargaining 议价 Rule 8: Control the information you give your opponents. Rule 9: Watch your use of idioms, slang, and other verbal and nonverbal communication. Rule 10: Put your thought processes on the same mindset as your opponents. Remember that they are not U.S. Americans and that your persuasion techniques need to be flexible. Rule 11: Adjust to the way of life in the host culture. Remember the well known idiom: “When in Rome, do as the Romans do.” Rule 12: Talk informally away from the pressure. V. Intercultural Negotiation Guidelines 跨文化谈判方针 Hard Bargaining 议价 Rule 13: Remember to save face for everyone. Rule 14: Avoid a deadlock; neither side wins and both sides lose. Rule 15: Do not agree to a bad deal; be prepared to walk away. Rule 16: Make sure the agreement is signed before you leave. Rule 17: Be sure both parties understand the meaning of what they signed. Rule 18: Be flexible in your view of the definition of a contract. V. Intercultural Negotiation Guidelines 跨文化谈判方针 Beyond the Contract签定协议后 Rule 19: Discuss differences and come to agreements rather than legal settlements. Rule 20: Maintain a good relationship with the other side. V. Intercultural Negotiation Guidelines 跨文化谈判方针 Mistakes in intercultural negotiations Making a