《跨文化商务交际实训》课件 Lesson Eleven.ppt

Lesson Eleven: Intercultural BusinessNegotiation Warm-up Cases 1 Contents： Self-study Introduction 2 Culture-Based Functional Language 3 Practice 4 Supplementary Reading 5 Warm-up Cases Case 1 “Canny” Japanese 　 与美国人的自信和优越感相比，日本人的迂回和沉着冷静 更加让人佩服。美国商人的哲学是通过努力、速度、机会和权 力，尽可能快地挣尽可能多的钱。日本人谈判往往要确立信任 后再进入实质性的谈判，日本人做出决策的过程一般比较缓 慢。本案例中，日本人就是巧妙地抓住了美国人的这些特点， 利用他们傲慢、急于求成的特点，故意拖延，使美国人失去耐 心，最后不得不向他们妥协。 Case 2 Why Is Mr. Green So Angry 中美谈判风格和交际方式上存在巨大的差异。 首先，美国式的谈判是任务导向型，而中国式的谈判是 关系导向型。 其次，美国人崇尚个人主义，不愿意总是请示上司，因 为这是没有能力和本事的体现，而中国人崇尚集体主义，在 某种程度上受到这个集体的约束。 最后，美国的法制系统比较完善，公民 法律意识重。为了避免在今后的合作中出现 不必要的纠纷，他们倾向合作前所有事项均 落笔于有法定约束力的合同中；而在法制尚 不成熟的中国人看来，关系是做生意的首要 因素。 Self-study Introduction Reflection of Chinese and Western Cultural Differences in International Business Negotiations 总的来说，文化对谈判的影响主要体现在以下几个方面： 第一，中西方价值观差异。 第二，中西方语言及非语言表达的差异。 第三，思维方式的差异。 　　 Culture-Based Functional Language 1． Common expressions （1） Common negotiating expressions Would anyone like something to drink before we begin？ We are ready. I know I can count on you. We are here to solve problems. We’ll come out from this meeting as winners. I hope this meeting is productive. Let’s compromise. （2）Price negotiation Our price is reasonable as compared with that in the international market. Your price is higher than those we got from elsewhere. The Japanese quotation is lower. You should take quality into consideration. It would be very difficult for us to push any sales if we buy it at this price. Your price is 25% higher than that of last year. You know,the price for this commodity has gone up a lot in the last few months. 2．Model dialogues （1） Tokyo Tissues and Gaijin Handkerchiefs Jilly: I blew it. James: At the meeting with the Japanese investors? Jilly: Yeah. James: How did you blow it? Jilly: I blew my nose. James: Be serious. What went wrong at the negotiation? Jilly: I blew my nose and insu