cross cultural - university of hawaii system跨文化-夏威夷大学系统

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1、CROSSCULTURALNEGOTIATIONSProfessorJohnBarkaiWilliamS.RichardsonSchoolofLawUniversityofHawaiiatManoa2515DoleStreet,Honolulu,Hawaii96822Phone(808)956-6546E-mail:barkai@hawaii.eduhttp://www2.hawaii.edu/~barkaiProf.JohnBarkaiCross-CulturalNegotiationsp.WhatIsCulture?

2、-isatechnicaltermusedbyanthropologiststorefertoasystemforcreating,sending,storing,andprocessinginformationdevelopedbyhumanbeings,whichdifferentiatesthemfromotherlifeforms(Hall1990).-is"tohumancollectivitywhatpersonalityistotheindividual"(Hofstede1984,p.21).-itcon

3、sistsofideals,values,andassumptionsaboutlifethatarewidelysharedamongpeopleandthatguidespecificbehaviors.(Brislin1993)_____________________________________Someofthemajorideasaboutcross-culturalnegotiationshavebeencontributedbyEdwardT.HallandGeertHofstede.Therearem

4、anydifferentapproachestocross-culturalnegotiations.Thispacketwillpresentanumberofideasforyourconsideration.Prof.JohnBarkaiCross-CulturalNegotiationsp.4MYTHS&REALITIESINCROSS-CULTURALDEAL-MAKING&DISPUTINGWESTERNASIANDirect,low-contextcommunicationIndirect,high-con

5、textcommunicationEfficientinformationexchangeRepetitivequestionsTimepressureUnlimitedtimeIndividualCollectiveIndividualdecisionmakerTeamwithauthorityGroupdecisionmakersTeamwithoutauthorityEarlytaskfocusGetdowntobusinessEarlynon-taskfocusBanquets&siteseeingContrac

6、tRelationshipAcontractisacontractRenegotiationalwayspossibleLong,detailedcontractsShort,generalcontractsContingenciespre-determinedinthecontractContingenciessettledby"friendlynegotiations"ShorttermfocusLongtermfocusIssuebyissuenegotiationagendaAllissuesalwaysopen

7、tonegotiationProfitsfocusMarketshare,futurefocusLimitedgovernmentinvolvementinthedeal-makingSignificantgovernmentinvolvementindeal-makingBusinessFriendshipProf.JohnBarkaiCross-CulturalNegotiationsp.4CrossCulturalNegotiationsSTAGESOFANEGOTIATION–Graham&Sano,SmartB

8、argaining1.DevelopRapport2.Exchangeinformation3.Persuasion4.Concessions--->AgreementsCOUNTRIESVARYON:Emphasisonrelationshipsv.tasksUseofgeneralprinciplesv.spec