文化差异对商务谈判的影响课件_图文

Impacts of Cultural Differences on International Business Negotiations Outline ? Abstract ? Introduction ? Definition of culture ? Cultural differences ? Negotiation style ? How to deal with cultural differences in negotiation ? Conclusion Definition of culture cultural Culture refers to the cumulative deposit of knowledge, experience, beliefs, values, attitudes, meanings, hierarchies, religion, notions of time, roles, spatial relations, concepts of the universe, and material objects and possessions acquired by a group of people in the course of generations through individual and group striving. value concept and moral criteria Privacy time values Influence of culture social etiquettes food habits Social Relation Differences value concept and moral criteria eastern western the collective orientation is the dominant position very individualistic Differences Privacy eastern western Chinese people's privacy concepts are relatively weak , and that individuals should vest in the collective personal privacy are very important for westerners, emphasize personal space SUCCESS THANK YOU 2019/9/12 Differences time values eastern western Chinese people tend to have no sense of time Time is money Differences social etiquettes eastern western Chinese people attach importance to being modest Westerners go straight to the point, without preliminaries Differences food habits eastern western Enthusiastic and hospitable Chinese people like to urge others to drink and take their food . They don't persuade guests to drink or eat a lot . Differences Social Relation eastern western a sense of hierarchy strong equality concepts in occidental culture How to deal with cultural differences in negotiation Pre-negotiation Face-to-Face Post-negotiation go straight to the point an initial discussion on item of common interest helps create an atmosphere of cooperation. Americans prefer the explicit, detailed written contract ; Chinese people like the implicit, broad contract in the form of general principles rather Conclusion International business negotiation is playing a more and more important role in modem society. We can see clear that there are great differences in international business negotiation. Specially, culture can influence negotiating styles in numerous ways, because negotiator who may come form another nation that is different from us in language, beliefs, and behaviors. Therefore, in the actual process of dee

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