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1、International BusinessNegotiationsChapter6CulturepatternsVSNegotiationpatterns一家美国公司在南美做一个广告：广告中妻子一边手忙接脚乱的换衣服，一边用命令的语气让其丈夫下楼打电话通知他们要拜访的客人可能要晚到一点！请说出该案例的至少两处错误！Transcendingculturallimitsisaformidablebutessentialtaskifnegotiationswithforeignpartiesaretosucceed.Anancien
2、tChinesephilosopherpointsoutthathumanbeingisidenticalinnaturebutdifferentincustomsandhabit.Whatisculture?Definition:Culturegenerallyreferstotheknowledge,beliefs,arts,laws,morals,customs,habits,andcapabilitiesacquiredbyindividualswhointeractinaspecificareaofsociety.Al
3、thoughitisdifficulttodefinespecificallywhatcultureis,severalcoreelementshavebeenacceptedbymanypeople.1.Cultureislearned.Itisnotinnate,soitispossibleforapersontolearnanewculture.2.Cultureisshared.Thefocusofcultureiswhatissharedbymembersofaparticulargroup.Therefore,iti
4、spossibletoidentifyandstudythebehavioralpatternsofdifferentgroups.3.Cultureiscompelling.Behaviorisdeterminedbyculture,sometimeswithoutindividualsbeingawareoftheinfluenceoftheirculture.4.Cultureisinterrelated.Althoughvariousfacetsofculturecanbeexaminedinisolation.They
5、shouldbeunderstoodinthecontextofthewhole.Acultureneedtobestudiedasacompleteentity.5.Cultureprovidesorientation.Generally,aparticulargroupreactsinthesamewaytoagivenstimulus.Thus,understandingaculturecanhelptodeterminehowgroupmembersmightreactinvarioussituation.Mostpeo
6、ple,unconsciously,usetheirpersonalculturebackgroundasaguideforjudgingtheactions,views,customs,ormannersofothers.Therefore,understandingtheinfluenceofcultureoninternationalbusinessisvital.Otherwise,culturedifferencemaycomplicateandinterferewithournegotiation.1.ValuesD
7、efinition:Valuearethestandardbywhichacultureevaluatesactionsandtheirconsequences.Theyaffectperceptionsandcanhaveastrongemotionalimpactuponpeople.Indifferentcultures,valuemayvarysignificantly.Valuesaffectthewillingnesstotakerisks,theleadershipstyleandthesuperior-subor
8、dinaterelationships,etc.Thisistruefortherelationshipsbetweennegotiatorswithineachteam.1)ValuestowardstimeValuestowardstimeandhowthe
