《商务活动谈判》PPT课件.ppt

《《商务活动谈判》PPT课件.ppt》由会员分享，可在线阅读，更多相关《《商务活动谈判》PPT课件.ppt（28页珍藏版）》请在淘文阁 - 分享文档赚钱的网站上搜索。

1、 Lecture Six Business Interaction商商务活动务活动/谈判谈判 1REVIEW of last lecture Four basic cultural patterns:A.Collectivist（集体主义）（集体主义）-individualist（个人主义）（个人主义）cultural pattern.B.high-context(高语境高语境)-low-context（低语（低语境）境）cultural pattern.C.high-power distances and low-power distances cultural pattern.D.Mono

2、-chronic time（单项时间取向）（单项时间取向）-poly-chronic time（多项时间取向）（多项时间取向）cultural pattern.2FOCUS v1.Different peoples performance at negotiation tablev2.Main cultural stereotypes文化定文化定势势 in the world3Tune in:vWhat will be your option in the following situations?v1.Your partner-to-be has been in your company b

3、efore and this time 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?vA.Yes,as to show my sincerity.vB.Not necessary as he has not asked for that.4 2.A brochure小册子小册子 in

4、English on your 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,y

5、ou 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 35Part 1.What is it like at negotiation?vSituation Av Jeff,32,having proved talented in marketing,was sent to Japan to hagg

6、le争论，谈判，讨价还争论，谈判，讨价还价价 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 were gre

7、eted by bows,handshakes,polite smiles,but whenever Jeff tried to talk about the project,the Japanese counterpart would beat about the bush转弯抹角转弯抹角 and Jeffs team could not stand this slowness.However,after consulting some people who were experienced6vin doing business with Asian people,Jeff asked hi

8、s 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，周折挫折，周折 in later

9、negotiation process,the ice was broken.打破了僵局打破了僵局7v Why the Japanese people were not willing to get business settled with Jeff,could you try to find the reason?vJapanese people didnt want to talk with Jeff about the project just because he looked too young-according to their norm.vAge is experienced

10、?v-Yes,it is true for Japanese.vShe or he?v-For Japanese,He of course.p1488vSituation BvSome 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 clients in the Mi

11、d-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 patience.Schneider tried t

12、o keep his step to that of Arabic and instead of presenting the program as how benefiting it would be to Abdullah,he9vsaid 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 could help Schneider and agre

13、ed to set an arrangement for further talk on the program.vOn 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 stood up and apologized for an e

14、xcuse.S was left in the meeting room for another two hours.10vS,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 later than he had supposed.vFinally,Abdu

15、llah 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 backgrounded friends advice,who suggested he get a

16、local agent to settle business there.11vWhy would Arabic business people rather be helpful than helped?Why should S get a local agent to settle the business in the Mid-East?vABC for trading with Arabic partners:A.Arabic people value friendship very much.If their partner pay a visit first they will b

17、e very much pleased.They place friendship above business benefits.B.they value in-group 圈内人士圈内人士 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 to find some local people as agents in Mid-East a

18、nd they can win more trust and contracts than you-an outsider.12v Activity 1 vDo you think Japanese people will decide at the negotiation table very quickly?Why?vp15013vP171-173跨文化商务沟通案例教程(上外出版社)14Part 2 Some Advice for Price Haggling讨价还价，争论讨价还价，争论-what is to be shown?vWang,a trading staff in a Chin

19、ese 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 people,he gets the quote made in different versions-on

20、e Is bearing higher price and the other lower.His assistant,an intern实习生实习生,is very curious about this and Wang says as explaining to her:15vRussian business people are very smart.They take price into great account and always try to get the suppliers price lower and even lower.As a matter of fact,no

21、 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.vSo,you show them a price list with higher price,said the assistant.After their exha

22、usting haggling,we show the true price list as to make them believe they win the haggling.vYes,that is the strategy and it always works well,said Wang.16vTips for Russian business people at the table:v1.They eager to make big deals so only large orders could draw their attention.v2.They are very str

23、ict 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 them.v3.They are decent at negotiation table,good appearance and manners are v

24、ery important.If not,they might quit you no matter how promising the deal will be.17v situation BvZhang 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 motor and vehicle fairs.He is very famous in his circle as a smart buyer.But cal

25、ling early career,Zhang would tell you one of his failure at his purchasing job.vScan was a very famous vehicle and motor parts manufacturer based in Sweden.Zhang knew the products of Scan were reliable so he tried to talk with Scans salesman at an international fair with the intention to get a deal

26、 done.Everything seemed going on well as the both sides started,but when Zhang tried to bargain over，the air was getting tense.18v“our quote is based on careful calculation,there is no room for any cutting down,”the Scans salesman said politely but firmly.vZhang insisted,as that was a common practic

27、e,that the Scan make a bit,and what surprised him was the Scans salesman picked up his case and left.vWhy is haggling not practical with Swedish business people?19vTips:v1.Scandinavian斯堪的纳维亚语、北欧日耳曼语系的people and German-speaking people are highly concerned about details(low-context).They believe that

28、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 bit rigid,but they are very honest in the price and they wont compromise 妥协with price and then repla

29、ce the good material with less-quality one.v2.Chinese people also would like to haggle,as they are likely to estimate their counterparts quote has large room for shrinking.20v Activity 2vJudge he following statements true of false according to what you read:v1)Mr.Xiao shows 2 types of razors刮胡刀刮胡刀 t

30、o the customer.v2）The 2nd type Xiao showed has several sizes for choice.v3)Xiao agrees to make a discount in the end.v4)The customer buys the first one because its cheaper than the 2nd one.vp15321Part 3 The Device策略策略 of Stereotyping成见，定势成见，定势 in Cross-cultural Communication vFocuses Stereotypes定势定势

31、 of some cultures negotiation stylesTips for being at the negotiation table22vSituation A:v p154-155v商务跨文化交际（武汉大学出版社）vStereotypesvDefinition:stereotype,in forms of noun,means a fixed idea about something or some people.As a verb,it means to formulate明确地表达 the characteristics of a group of people so

32、that they are distinguished from others.vValue of stereotypes:vStereotypes is useful,helpful in cross-cultural communication,but it can only be used as a reference device only.If its used as a prejudice,it will be bad for the communication.vSamples of stereotypes:vP159商务跨文化交际（武汉大学出版社）23vSome tips fo

33、r negotiation in international trading field:v1.Dressed in a decent way.v2.Getting proper excuse in hand在手头在手头/控制中控制中.Its all known that“an unexpected visitor”or“a call”are most commonly used excuses at negotiation table when one finds somehow hard to make a reply.v3.Be a good listener.v4.Keep these

34、 taboos in your diaryv 24A.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 wise for you not to have female senior staff in your delegation,at least not too many.Otherwise your sincerity wi

35、ll 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 the talk to a failure-lawyer symbolize finding faults,not good wills.25C.Most Europeans wont miss a vacation,so make

36、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 any business in the last few days of July(excitement)or first week in September(tiredness).D.dont try to haggle over price or

37、some trifle items with your partners from Scandinavian.斯堪的纳维亚的；斯堪的纳维亚人的；斯堪的纳维亚的；斯堪的纳维亚人的；斯堪的纳维亚语的；北欧日耳曼语系的斯堪的纳维亚语的；北欧日耳曼语系的 countries.They dont like bargaining or much revision or change for what they expect from you is well-scheduled.v 26Home AssignmentsvSummarize the sample stereotypes in this lecture,and choose 3 and illustrate it with detailed examples.27Hope you a happy day!28