Professional Documents
Culture Documents
15th edition
Differences in Language
and Nonverbal Behaviors
Americans are near the bottom of the languages
skills list
Americans dont like side conversations by
foreigners in their native language
The variation across cultures is greater when
comparing linguistic aspects of language and
nonverbal behaviors than when the verbal content
of negotiations is considered
15 cultural groups were videotaped and their
cultural differences are explained in the next few
slides
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Differences in Values
Objectivity
Separating people from the problem
Time
The passage of time is viewed differently across
cultures
These differences most often hurt Americans
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Differences in Thinking
and Decision-Making Processes
Western approach sequential
Eastern approach holistic
Americans business negotiation is a
problem-solving activity
Japanese a business negotiation is a time to
develop a business relationship with the goal of
long-term mutual benefit
American buyers should anticipate such a holistic
approach and be prepared to discuss all issues
simultaneously and in an apparently haphazard
order
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Negotiation Preliminaries
(1 of 2)
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Negotiation Preliminaries
(2 of 2)
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Nontask sounding
Task-related exchange of information
Persuasion
Concessions and agreement
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Task-Related
Information Exchange
Let the foreign counterparts bring up business
Expect a large number of questions but little
feedback
Allow periods of silence
Use multiple communication channels
Understand the lack of, or the bluntness
of negative feedback
Meet aggressive first offers with questions,
not anger
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Persuasion
Task-related information exchange versus
persuasion
Avoid threats, warnings, and other aggressive
negotiation tactics
Avoid emotional outbursts
Ask more questions
Use third parties and information channels of
communication
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After Negotiations
In most countries other than America legal systems
are not depended upon to settle disputes
Japan
Contacts primarily contain comments on principles of
the relationship
China
Contracts are more a description of what business
partners view their respective responsibilities to be
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