国际商务礼仪英文版课件史兴松 ISBN9787566304117 PPTChapter 9.ppt

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1、Chapter9NegotiationEtiquetteLearningObjectiveslearncommonbarrierstonegotiationknowsomeetiquetteissuesworthconsideringinthecross-culturalbusinesssettinggainaknowledgeofbusinessetiquette/protocolassociatedwithareassuchasmeetingandgreeting,giftgiving,exchangingbusinesscards,dressi

2、ngandconductingnegotiationsinsomecountrieslearnsometipsonhowtoincreasetheirchancesofsuccesswhenconductingcrossculturalbusinessnegotiationEtiquetteissuesworthconsideringGreetingissuesBodyLanguageIssuesLanguageIssuesRelationshipIssuesTimingIssuesGenderIssuesCountrynegotiationetiqu

3、etteguidesChinesenegotiationetiquetteIndiannegotiationetiquetteSaudiArabiannegotiationetiquetteFrenchnegotiationetiquetteBraziliannegotiationetiquetteDifferentCultrues,DifferentCountries.CulturalDifferencesinInternationalBusinessNegotiationConclusionsSeektounderstandtheculturein

4、question,andencouragetheothersidedothesame.Knowthespecificnegotiatorsinquestion.Planyourapproachtominimizeanynegativeimpactsofculturaldifferenceandtomaximizethechancesofsuccess.CaseStudy(I)BobdeJongeandhisThaiassociate,ChaiwatSoonvichai,arewalkingintoameetinginBangkok.Chaiwatask

5、sBobcasually,“Doyouhavethelatestmarketingportfoliowithyou?”Bobstopsinhistracksandslapshisforehead.“Whyonearthdidn’tyouaskmethatearlier?Nowthere’snotimetogobackandgetit”.ThetwocontinueonandconductasuccessfulmeetingyetamonthlaterChaiwatleavesthecompany.Whatwentwrong?A)Chaiwatsawth

6、eslappingoftheforeheadasaninsulttohisintellect.B)ChaiwatfeltagreatlossoffacethroughBob’sreactionandfeltcompelledtoleavethecompany.C)BobshouldhaveapologizedtoChaiwatafterthemeetingasthemissingportfoliohadnonegativeeffect.D)Bob’sreactionwasseenashot-headedandChaiwatconstruedthatas

7、abadsignintermsofanemployer.CaseStudy(II)GeorgeTailorworksasasupervisorforanengineeringcompanyinRiyadh,SaudiArabia.IntheUKhehadareputationforspeakinghismindandbydoingsogettingthebestoutofhisstaff.AtthecurrentprojectinRiyadhhesupervises12Britishstaffandnearly50Saudistaff.Afterafe

8、wmonthsGeorgehasbecomeincreasinglyfrustratedbyw