国际商务谈判Chapter11DifferentBusinessCulturesandNegotiations.ppt

文档介绍：Chapter 11
Different Business Culturesand Negotiations
Introduction
International business negotiations take place across national boundaries. They cover various levels of negotiators from multinations and multinationalities. Due to different history, politics, economics, cultural traditions and customs of different parts of the world, there exist evident differences of values and negotiating styles among people all over the world.
Therefore a business negotiator should have some understanding of different cultures, customs and business conventions of different countries. Then one can get better negotiating results by creating a friendly negotiating atmosphere, having a more definite negotiating object in view, adopting appropriate negotiating strategies and using flexible negotiating tactics.
But be careful not to assume that everyone from any different cultural milieu is totally predictable. When meet other cultures, respect and promote, but not be subservient to the negotiating customs of that culture. This chapter introduces differences of business cultures, global business protocol and etiquette and different negotiating styles of different cultures.
In this chapter you will learn:
●differences of business cultures;
● global business protocol and etiquette;  
● different negotiating styles of different cultures.
　Differences of business cultures
There are two iron rules of international business: 
① In international business, the seller is expected to adapt to the buyer.
② In international business, the visitor is expected to observe local customs.
If one is the buyer in an international transaction, cultural differences are less important, unless one wants to negotiate the best of all. lt′s because of Iron Rule . What if one is not involved in a buysell transaction? Suppose one is just traveling abroad to negotiate a jointventure agreement, an acquisition or a strategic alliance, then he is expected to observe local