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1、1,,Lecture Six Business Interaction商務(wù)活動(dòng) /談判,2,REVIEW of last lecture Four basic cultural patterns: A. Collectivist（集體主義）---individualist（個(gè)人主義） cultural pattern. B. high-context (高語(yǔ)境) ---low-context（低語(yǔ)境）cultural pattern. C. high-power distances and low-power distances cultural pattern. D. Mono-chron
2、ic time（單項(xiàng)時(shí)間取向）---poly-chronic time（多項(xiàng)時(shí)間取向） cultural pattern.,3,FOCUS,1. Different peoples performance at negotiation table 2. Main cultural stereotypes文化定勢(shì) in the world,4,Tune in:,What will be your option in the following situations? 1. Your partner-to-be has been in your company before and this ti
3、me he is coming to make a negotiation with you. He has informed you his arrival date and asked you to book a hotel for his team. Should you got to meet him and his team at the airport? A. Yes, as to show my sincerity. B. Not necessary as he has not asked for that.,5,2. A brochure小冊(cè)子 in English on yo
4、ur company should be prepared for the visitors who may become your partners. Apart form the products range, data of the facility, which is more likely to be covered in the brochure? A. The history of the development of the company. B. The general information of the staff. 3. Before negotiation, you
5、should collect the information about your counterpart. Which information is more necessary to you? A. about his family and his hobby. B. his decision-making power scope. b for all 3,6,Part 1. What is it like at negotiation?,Situation A Jeff, 32, having proved talented in marketing, was sent to Japan
6、 to haggle爭(zhēng)論，談判，討價(jià)還價(jià) about a projection. When he and his team were introduced to his Japanese partnering companys executive team, he could catch the quick and subtle doubting look from them, who look senior, at least at age, to Jeffs. Jeff and his people were treated very well at the table---they we
7、re greeted by bows, handshakes, polite smiles, but whenever Jeff tried to talk about the project, the Japanese counterpart would beat about the bush轉(zhuǎn)彎抹角 and Jeffs team could not stand this slowness. However, after consulting some people who were experienced,7,in doing business with Asian people, Jef
8、f asked his company for sending some looking somewhat aged staff to him. Jeff introduced the new arrivals as his senior at the table. Japanese people seemed to be happier to talk with the aged representatives from Jeffs company about the project. Even there were still some unexpected setbacks挫折，周折 i
9、n later negotiation process, the ice was broken. 打破了僵局,8,Why the Japanese people were not willing to get business settled with Jeff, could you try to find the reason? Japanese people didnt want to talk with Jeff about the project just because he looked too young---according to their norm. Age is exp
10、erienced? -Yes, it is true for Japanese. She or he? -For Japanese, He of course. p148,,9,Situation B Some German business people would complain about the inefficiency of their Arabic partners. Schneiders experience might be a typical one. Schneider paid a visit to Mr. Abdullah, one of his potential
11、clients in the Mid-East, and was hospitably received. But Abdullah dwelt very long on small chatting and Schneider got a bit impatient. However, as he had been advised before that Arabic people value friendship very much and a long chatting before setting to business is a norm, he exercised his pati
12、ence. Schneider tried to keep his step to that of Arabic and instead of presenting the program as how benefiting it would be to Abdullah, he,10,said that he himself would be benefited a great deal, which always sounds persuasive and pleasant in Mid-East business field. Abdullah was pleased that he c
13、ould help Schneider and agreed to set an arrangement for further talk on the program. On the appointed day, S arrived on time and was again received with a long chatting before the talk started. However, in the midst of the talk, someone entered the room and said something to Abdullah, then Abdullah
14、 stood up and apologized for an excuse. S was left in the meeting room for another two hours.,11,S, well-organized and scheduled as his native people, was very upset with the unexpected pause during the talk. He couldnt help worrying about his dating on the very evening as the talk might be ended la
15、ter than he had supposed. Finally, Abdullah returned and said in a casual way that one of his friends had just dropped in and so he had to excuse himself to have a cup of coffee with the visitor. Thats really the last straw for S. He regretted very much that he had not followed his Arabic background
16、ed friends advice, who suggested he get a local agent to settle business there.,12,Why would Arabic business people rather be helpful than helped? Why should S get a local agent to settle the business in the Mid-East? ABC for trading with Arabic partners: A. Arabic people value friendship very much.
17、 If their partner pay a visit first they will be very much pleased. They place friendship above business benefits. B. they value in-group 圈內(nèi)人士 relation very much. They would not leave their native folk waiting while there is an important business meeting with some foreign partners. C. its advisable
18、to find some local people as agents in Mid-East and they can win more trust and contracts than you---an outsider.,13,Activity 1 Do you think Japanese people will decide at the negotiation table very quickly? Why? p150,14,P171-173跨文化商務(wù)溝通案例教程(上外出版社),15,Part 2 Some Advice for Price Haggling討價(jià)還價(jià)，爭(zhēng)論-what
19、 is to be shown?,Wang, a trading staff in a Chinese company, is attending a fair where his company has got a booth to display their products. A Russian businessman is interested in their items and starts trying to make a deal with Wang. As Wang has a lot of experience in making deal with Russian peo
20、ple, he gets the quote made in different versions---one Is bearing higher price and the other lower. His assistant, an intern實(shí)習(xí)生, is very curious about this and Wang says as explaining to her:,16,Russian business people are very smart. They take price into great account and always try to get the sup
21、pliers price lower and even lower. As a matter of fact, no matter how rational your first quote is, Russian buyers will reject it. They will use some cheating strategy as to say to the supplier: your price is not competitive at all. Your competitor has quoted a favorable price. So, you show them a p
22、rice list with higher price, said the assistant. After their exhausting haggling, we show the true price list as to make them believe they win the haggling. Yes, that is the strategy and it always works well, said Wang.,17,Tips for Russian business people at the table: 1. They eager to make big deal
23、s so only large orders could draw their attention. 2. They are very strict or picky with trading terms and also try hard to haggle over the price (even by threatening/cheating). So stick your point and they will be back, and if you give in, then you will give in all the time in future deals with the
24、m. 3. They are decent at negotiation table, good appearance and manners are very important. If not, they might quit you no matter how promising the deal will be.,18,situation B Zhang is a buyer of a motor company. He has to travel a lot to find adequate suppliers so he can often be seen at some big
25、motor and vehicle fairs. He is very famous in his circle as a smart buyer. But calling early career, Zhang would tell you one of his failure at his purchasing job. Scan was a very famous vehicle and motor parts manufacturer based in Sweden. Zhang knew the products of Scan were reliable so he tried t
26、o talk with Scans salesman at an international fair with the intention to get a deal done. Everything seemed going on well as the both sides started, but when Zhang tried to bargain over， the air was getting tense.,19,“our quote is based on careful calculation, there is no room for any cutting down,
27、” the Scans salesman said politely but firmly. Zhang insisted, as that was a common practice, that the Scan make a bit, and what surprised him was the Scans salesman picked up his case and left. Why is haggling not practical with Swedish business people?,20,Tips: 1. Scandinavian斯堪的納維亞語(yǔ)、北歐日耳曼語(yǔ)系的peopl
28、e and German-speaking people are highly concerned about details (low-context). They believe that they have made every figure carefully calculated and there is little room for revising or improvement. Swedish businessmen get annoyed and wont give up their principle easily. For outsiders, they seem a
29、bit rigid, but they are very honest in the price and they wont compromise 妥協(xié)with price and then replace the good material with less-quality one. 2. Chinese people also would like to haggle, as they are likely to estimate their counterparts quote has large room for shrinking.,21,Activity 2 Judge he f
30、ollowing statements true of false according to what you read: 1) Mr. Xiao shows 2 types of razors刮胡刀 to the customer. 2）The 2nd type Xiao showed has several sizes for choice. 3) Xiao agrees to make a discount in the end. 4) The customer buys the first one because its cheaper than the 2nd one. p153,2
31、2,Part 3 The Device策略 of Stereotyping成見(jiàn)，定勢(shì) in Cross-cultural Communication,Focuses Stereotypes定勢(shì) of some cultures negotiation styles Tips for being at the negotiation table,23,Situation A: p154-155 商務(wù)跨文化交際（武漢大學(xué)出版社） Stereotypes Definition: stereotype, in forms of noun, means a fixed idea about someth
32、ing or some people. As a verb, it means to formulate明確地表達(dá) the characteristics of a group of people so that they are distinguished from others. Value of stereotypes: Stereotypes is useful, helpful in cross-cultural communication, but it can only be used as a reference device only. If its used as a pr
33、ejudice, it will be bad for the communication. Samples of stereotypes: P159商務(wù)跨文化交際（武漢大學(xué)出版社）,24,Some tips for negotiation in international trading field: 1. Dressed in a decent way. 2. Getting proper excuse in hand在手頭/控制中. Its all known that “an unexpected visitor” or “a call” are most commonly used
34、excuses at negotiation table when one finds somehow hard to make a reply. 3. Be a good listener. 4.Keep these taboos in your diary,25,A. when talking with Arabian people, you cant cross your legs nor light a cigar as that will make you look rude. You must B. if your partner is from Japan, it will be
35、 wise for you not to have female senior staff in your delegation, at least not too many. Otherwise your sincerity will be doubted because a lot of Japanese people will hold the idea that women cant have the last word in business field. A lawyers appearance at the negotiation table is likely to draw
36、the talk to a failure----lawyer symbolize finding faults, not good wills.,26,C. Most Europeans wont miss a vacation, so make it sure not to plan any important talk with European business people in August, which is their traditional holiday time. You cant expect them to be ready to talk with you over
37、 any business in the last few days of July (excitement) or first week in September (tiredness). D. dont try to haggle over price or some trifle items with your partners from Scandinavian. 斯堪的納維亞的；斯堪的納維亞人的；斯堪的納維亞語(yǔ)的；北歐日耳曼語(yǔ)系的 countries. They dont like bargaining or much revision or change for what they expect from you is well-scheduled.,27,Home Assignments,Summarize the sample stereotypes in this lecture, and choose 3 and illustrate it with detailed examples.,28,Hope you a happy day !,
《商務(wù)活動(dòng)談判》PPT課件
