国际商务谈判（第三版）刘白玉-第8章： 跨文化商务谈判（第三版）.pptx

Chapter 8 Cross-Cultural Business Negotiation Cultural difference in international business negotiation is a land mine. ---Liu baiyu, Chinese ProfessorQuotation 目录 Contents021. Lead-in2. Reading: Section A & Section B 3. Background Information4. Words nad Expressions5. Situational Dialogue in Negotiation6. Roe-play Task7. Chinese Case8. Chinese Culture Lead-inQuestions: 1. List two cultural conflicts in the above case.2. What role do you think cultural factors played in this case? Reference answers: 1. List two cultural conflicts in the above case. The Malaysian team thought being late was okay but the Chinese team regarded being late as impolite.Chinese team offered Maotai, one of the most expensive liquors, to treat guests. However, the Muslims are not allowed to drink at all, and so the Malaysian team was offended. Reference answers: 2. What role do you think cultural factors played in this case? Cultural values and customs represent the people’s backgrounds and rules of life. In order to smooth the negotiation process, both sides need to make cultural preparations ahead of time, including understanding the culture of the opposite side, asking questions and sufficient communications. Culture understanding can make negotiations more effective, efficient and productive. Cultural misunderstandings will lead to negative communications, or even failure in negotiations. ReadingSection A Forewarned Is ForearmedSection B Building Trust Before Heading to the Table with Japanese Reading Section A Element1Deal with the laws, policies and political authorities of more than one nation.Element2)Two problemsderived fromdifferentcurrenciesElement4Internationalsituation and different ideologies.Element6Language differences.Element2Presence of different currencies. Element3Participation of governmental authorities.Element5MulticulturalDifferences.Distinctive elements of international business negotiations The Icebe