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跨文化交际实用教程Unit专题培训课件.ppt

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©2006PrenticeHall5-*NegotiationManagement’plexbecauseofthenumberofstakeholdersinvolved©2006PrenticeHall5-*TheNegotiationProcess©2006PrenticeHall5-*StageOne–PreparationNegotiatormustfamiliarizethemselveswithTheentirecontextandbackgroundoftheircounterpartsTothespecificsubjectstobenegotiatedDifferencesinculture,language,andenvironmentManagersmusthaveanunderstandingoftheirownnegotiatingstyle©2006PrenticeHall5-*TheNegotiationProcessRelationshipbuilding–takingtimetobuildmutualtrustbeforestartingbusinessdiscussionsMayrequirego-betweensBepreparedtowaitfortheotherpartytostartbusinessnegotiationsExchangingtaskrelatedinformation–duringthisstageeachsidemakesapresentationandstatesitsposition,normallyfollowedbyaquestion-and-answersessionRolereversal:showinganunderstandingoftheotherparty’sviewpointandneeds©2006PrenticeHall5-*TheNegotiationProcessPersuasion–eptmoreoftheirpositionwhilegivingupsomeoftheirown;therearerecognizabletacticsforthisstageStressfultacticsConcessionsandAgreements–atthispointeachsidewillmakevariousconcessionssothatanagreementcanbereachedandsigned©2006PrenticeHall5-*UnderstandingNegotiationStyles©2006PrenticeHall5-*UnderstandingNegotiationStylesForNorthAmericans,negotiationsarebusinesslike;theirfactualappealsarebasedonwhattheybelieveisobjectiveinformation,–thatis,eptedintheirsociety.©2006PrenticeHall5-*promisesonlywhenthenegotiationisdeadlockedSetsupthegeneralprinciplesanddelegatesthedetailworktoassociatesKeepsamaximumofoptionsopenbeforenegotiationOperatesingoodfaith©2006PrenticeHall5-*ProfileofanAmericanNegotiatorRespectsthe“opponents”eforwardfirstandlooksforthebestdeal

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