1. sic principles of negotiation，the common and costly negotiating mistakes, and how to avoid them.
2. Developing interactive skills and the ability to communicate effectively.
1.1 The USA negotiation style
--Being frank and confident --Being realistic and pragmatic --Respect law and efficiency
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2.5 The Scandinavian negotiation style
1.2 The Latin American negotiation style
--Respect and equality --No politics involved --Value friendship --Be inclined to break the contract --Close personal relationships
--Being bold and eloquent --Being inflexibility
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2.4 The Italian negotiation style
--Keeping no strict timetable --Smart-dressed --Extrovert and sentimental --Less rigid
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Chapter11-12 Cross-culture Business Negotiation
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2.3 The British negotiation style
--Appropriateness in building social relation
--Do not think negotiation as important as Japanese and American do
I. International business negotiation style
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1. Negotiation styles in American countries
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3. Developing the ability to recognize the specific feelings, values and beliefs that other people have about proper conduct in negotiation, and to adjust one’s attitudes and behavior to the issues and personalities involved in the particular case.
Questions in focus
(1) How do cultures vary?
(2)What are the implications of cultural differences?
(3)How to overcome the differences?
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International Business Negotiation
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What is the aim of this course?
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--Being well prepared --Being efficient and practical --It seemed that Germans lack flexibility --Being responsible
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2. The European negotiation styles
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2.1 The German negotiation style
2.2 The French negotiation style
--Personal friendship has effect on business relationship
--French only --Horizontal negotiation --By the people --Work vs life