国际商务谈判（英文版）chapter12 Cross cultural Communication and Negotiation ModesInternationalBusinessNegotiationChapter12CrossculturalCommunicationandNegotiationModesTeachingObjectivesAfterstudyingthismodule,youshouldbeabletoknow:Inthischapteryouwilllearn1.Discussthefactorsthatinfluencethebusinessenvironment2.Explorethecausesandconsequenc...
InternationalBusinessNegotiationChapter12CrossculturalCommunicationandNegotiationModesTeachingObjectivesAfterstudyingthismodule,youshouldbeabletoknow:Inthischapteryouwilllearn1.Discussthefactorsthatinfluencethebusinessenvironment2.Explorethecausesandconsequencesofregionaldisparitieswithinregionsandcountries3.Evaluatethedifferentialculturalpractices4.ConsiderthedifferentbusinessandnegotiationpracticesTheBusinessEnvironmentCommunicationStylesCulturalDimensionsandNegotiation4123ContentsCross-CulturalCommunicationProcess12.1TheBusinessEnvironmentThebusinessenvironmentcanbedescribedasa‘complex’adaptivesystem.Acomplexsystemisastructuremadeupofmanyelementsthatoperateindependentlyandalsointeractwitheachother,absorbinginformationfromtheirsurroundingelements.12.2NatureandPatternsofInternationalBusinessActivityOpeningScenario:McDonald’sinFrance(CaseStudy)12.3CulturalChangeGlobalizationhasfar-reachingconsequencesforthewaypeoplelivetheirlives.Notonlydoesitbringopportunitiesforinternationaltravelandallowthelocalsupermarketstostockgoodsfromaroundtheworld,italsoexposespeopletounfamiliarculturesandpractices.Culturalchangescanberegardedbothpositivelyandnegatively.〔1〕Cross-CulturalCommunicationProcess〔2〕Language〔3〕CommunicationStylesExplicitversusImplicitCommunicationDirectversusIndirectCommunication12.4NegotiationandConflictResolutionAcrossCulturesDescriptionsofthenegotiationprocessindifferentculturessupportthenotionthatdifferentaspectsofthenegotiationprocessareemphasizedindifferentcultures.Culturealsoseemstoinfluencethepreferencethatindividualshaveforaparticularconflictresolutionstyle.Researchthatrelatesdimensionsofculturessuchasindividualism-collectivismorpowerdistancetonegotiationimprovesourabilitytoexplainandpredicttheeffectofculture.Culturaldimensionhavealsobeenrelatedtodifferencesincognitiveprocessesrelatedtonegotiation.12.5CulturalDimensionsandNegotiationThanks!
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