国际商务谈判英文版课件刘婷 ISBN9787566305107 PPTchapter12.ppt

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1、InternationalBusinessNegotiation1Chapter12CrossculturalCommunicationandNegotiationModes2TeachingObjectivesAfterstudyingthismodule,youshouldbeabletoknow:Inthischapteryouwilllearn1.Discussthefactorsthatinfluencethebusinessenvironment2.Explorethecausesandconsequencesofregional

2、disparitieswithinregionsandcountries3.Evaluatethedifferentialculturalpractices4.Considerthedifferentbusinessandnegotiationpractices3TheBusinessEnvironmentCommunicationStylesCulturalDimensionsandNegotiation4123ContentsCross-CulturalCommunicationProcess412.1TheBusinessEnviron

3、mentThebusinessenvironmentcanbedescribedasa‘complex’adaptivesystem.Acomplexsystemisastructuremadeupofmanyelementsthatoperateindependentlyandalsointeractwitheachother,absorbinginformationfromtheirsurroundingelements.512.2NatureandPatternsofInternationalBusinessActivityOpenin

4、gScenario:McDonald’sinFrance(CaseStudy)612.3CulturalChangeGlobalizationhasfar-reachingconsequencesforthewaypeoplelivetheirlives.Notonlydoesitbringopportunitiesforinternationaltravelandallowthelocalsupermarketstostockgoodsfromaroundtheworld,italsoexposespeopletounfamiliarcul

5、turesandpractices.Culturalchangescanberegardedbothpositivelyandnegatively.7（1）Cross-CulturalCommunicationProcess（2）Language（3）CommunicationStylesExplicitversusImplicitCommunicationDirectversusIndirectCommunication812.4NegotiationandConflictResolutionAcrossCulturesDescriptio

6、nsofthenegotiationprocessindifferentculturessupportthenotionthatdifferentaspectsofthenegotiationprocessareemphasizedindifferentcultures.Culturealsoseemstoinfluencethepreferencethatindividualshaveforaparticularconflictresolutionstyle.9Researchthatrelatesdimensionsofculturess

7、uchasindividualism-collectivismorpowerdistancetonegotiationimprovesourabilitytoexplainandpredicttheeffectofculture.Culturaldimensionhavealsobeenrelatedtodifferencesincognitiveprocessesrelatedtonegotiation.12.5CulturalDimensionsandNegotiation10Thanks!11