白远-国际商务谈判（第六版）Chapter 13.pptxVIP

Chapter Thirteen Culture Patterns vs Negotiation Patterns Introduction CaseRead the introduction case first.Discuss the implication of the case.Point out what you have leart from the case before you start a new chapter. What is culture?性相近，习相远An integrated system of learned behavior pattern that are characteristic of the members of given society, including everything a group thinks, says, does, makes, feels etc. The most fundamental component of national culture consists of values, determining what is good and evil, beautiful and ugly, natural and unnatural, rational and irrational, normal and abnormalLearned, shared, passed on from parents to children, developed in schools, reinforced by organizations, work, governments, social environment Oriental CultureOccidental CultureCulture PatternsCulture SpectrumIndividualismCollectivism Communication ProcessSpeaker(message sender)Listener(message receiver)Code Decode Verbal CommunicationCommunication Barrier High context cultureCommunication relies highly on a common understanding of the contextLow context cultureMost of information is contained explicitly in words Non Verbal CommunicationGesturesBody distanceBody languageEye contactExpression on faceHand shaking Concept of TimeTime is counted in second.Time is limited commodity.Time is flexible and invaluable. Relationship and FormalityOriental CultureRelationship first, business secondfriendsComrad-in-armsschoolmatestown menfellow country menrelativescoworkersNet of relationship Relationship and FormalityContinueHow do you do, Bai laoshi? How do you do, Zhang zong?How do you do,Ms Bai?How do you do, Mr Zhang? Manners and CustomsFengshui manThe characteris running out ofthe hotel. Moveit away from thelobby.Right hand or left hand?Let’s have a greensauna, the Finnishstyle, while talkingbusiness. Varied Practices in NegotiationConcession Model Hofstede Cultural Value StudyDutch scholar Geert HofstedeReach done using a data bank containing 116,000 questionnaires on the valu