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国际商务谈判(英文版)Chapter 10 Different Culture and Business Negotiation


Task-oriented vs. People-oriented Cultures
There are intermediate points between total taskorientation and total people-orientation. It splits this central area into 3 parts :
People-oriented managers, on the other hand, are highly concerned about the well-being of those who work for them, or alongside them or above them.

open, confront issues and make a creative deal); ③the compromiser (looking always to compromise
to settle deals).
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Pioneer vs. Bureaucrat
As for pioneer, it means the strong individual. This kind of negotiator is characterized by prominent in his own organization, good at seizing an opportunity, spotting a market, making a profit. He tends to be very dominating, good at improvising, intuitive in his thinking, charismatic in his personality.
There are also 3 styles of negotiators we are likely to meet in practice:
①the fighter (highly task-oriented); ②the collaborator (aiming to get everything into the
deal with cultural conflicts management in business negotiations;
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DIFFERENT BUSINESS CULTURE TYPES
Task-oriented vs. People-oriented Cultures Pioneer vs. Bureaucrat Relationship-focused vs. Deal-focused Cultures Formal vs. Informal Business Cultures Expressive vs. Reserved Cultures Rigid-time vs. Fluid-time Cultures
①low-orientation both to task and to people; ②medium-orientation both to task and to people; ③high-orientation both to task and to people.
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Task-oriented vs. People-oriented Cultures
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Task-oriented vs. People-oriented Cultures
People who are purely task-centered are concerned entirely with achieving a business goal. They are not at all concerned about the effect which their determination will have on the people with whom they come into contact.
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Pioneer vs. Bureaucrat
Bureaucracy is the pattern most found in large organizations. The style of working is systematized. There are books of rules, standardizations, planning, numerous committees, lots of checking, double-checking and cross-checking.
A negotiator of this type will be aggressive, forceful, and ready to take decisions and to come to agreements. He will be distinguishable particularly in the way he acts as a team leader ; the focal point of the team, the one who speaks for the team on all issues, the one who use his team members to obtain information for himself which he then transmits to other party.
International Business Negotiation
Part Ⅲ Practical Negotiation and Self-development
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Chapter 10: Different Culture and Business Negotiation
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Goals
learn about negotiating style of different cultures;
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