Cultural differences can have a dramatic effect on negotiation. It is easy to understand its importance in influencing the way in which people make decisions. From the story, we may see the French as more relaxed, the Americans as more inconsiderate.
Others like the Germans are more precise,
French mistrust the English while English mistrust the French as well since the effects of the 100 Years War live on, and cultural taboos: Muslims and Jews don't eat pork, Hindus don't eat beef, in Eastern Asia you don't show the sole of your shoe to someone.
and innovative ideas, suggestions for compromise. This is often done without prior approval from headquarters and means that the head of delegation(代表团) is prepared to
Impatient: They concentrate on efficiency thus
they are the most impatient people in the world.
Risk Takers: They are often prepared to put forward new
get a Rolls Royce in return.
Definitions of negotiation are as numerous and often as vague as definitions of culture itself, but still we can find some rules.
so, it’s involuntary(自然而然的) that cultural impact takes an important role in cross-negotiation activities.
Here ห้องสมุดไป่ตู้e go!
American style French style Case analyses
Different Negotiating Styles
Of America, China, France and German
First, let’s see a joke…
Because of some reason, an American, a French and a Jew were to spent three years in prison. The Warden(监狱长) sympathize with them, said: three years is not a short period of time, well, I try to meet each of you a request. Then the American said: give me a quantity of cigars; the French said: I want a beautiful girlfriend; the Jew said, I want a phone. Warden thought for a while and met all their demands.
Three years pass, the Americans first bursted out with his nose, ears, mouth full of cigars and shouting, "Give me fire, give me fire!" This guy was thinking about smoking but forgot to put out the fire. Then came the French leisurely, with his left hand holding a child, right hand holding a child and following by his beautiful wife with a baby. Finally the Jew made a phone call coming in, and then he told the Warden: Thank you very much. You gave me the phone, so though I was in prison, my business was not delayed and even reach a 200% increase! So you will
So, what is negotiation?
Negotiation is a problem-solving process in which two or more people voluntarily discuss their differences and attempts to reach a joint decision on their common concerns .
Chinese style Germany style
About American style
Arrogant(自负): Most Americans believe that they
are the most powerful because of their superpower, and it’s almost their second nature.