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1、2REVIEW of last lecture Four basic cultural patterns:A. Collectivist（集体主义）（集体主义）-individualist（个人主义）（个人主义） cultural pattern.B. high-context (高语境高语境) -low-context（低语（低语境）境）cultural pattern.C. high-power distances and low-power distances cultural pattern.D. Mono-chronic time（单项时间取向）（单项时间取向）-poly-chron
2、ic time（多项时间取向）（多项时间取向） cultural pattern.9vSituation BvSome German business people would complain about the inefficiency of their Arabic partners. Schneiders experience might be a typical one. Schneider paid a visit to Mr. Abdullah, one of his potential clients in the Mid-East, and was hospitably re
3、ceived. But Abdullah dwelt very long on small chatting and Schneider got a bit impatient. However, as he had been advised before that Arabic people value friendship very much and a long chatting before setting to business is a norm, he exercised his patience. Schneider tried to keep his step to that
4、 of Arabic and instead of presenting the program as how benefiting it would be to Abdullah, he10vsaid that he himself would be benefited a great deal, which always sounds persuasive and pleasant in Mid-East business field. Abdullah was pleased that he could help Schneider and agreed to set an arrang
5、ement for further talk on the program. vOn the appointed day, S arrived on time and was again received with a long chatting before the talk started. However, in the midst of the talk, someone entered the room and said something to Abdullah, then Abdullah stood up and apologized for an excuse. S was
6、left in the meeting room for another two hours. 11vS, well-organized and scheduled as his native people, was very upset with the unexpected pause during the talk. He couldnt help worrying about his dating on the very evening as the talk might be ended later than he had supposed. vFinally, Abdullah r
7、eturned and said in a casual way that one of his friends had just dropped in and so he had to excuse himself to have a cup of coffee with the visitor. Thats really the last straw for S. He regretted very much that he had not followed his Arabic backgrounded friends advice, who suggested he get a loc
8、al agent to settle business there.12vWhy would Arabic business people rather be helpful than helped? Why should S get a local agent to settle the business in the Mid-East?vABC for trading with Arabic partners:A. Arabic people value friendship very much. If their partner pay a visit first they will b
9、e very much pleased. They place friendship above business benefits.B. they value in-group 圈内人士圈内人士 relation very much. They would not leave their native folk waiting while there is an important business meeting with some foreign partners. C. its advisable to find some local people as agents in Mid-E
10、ast and they can win more trust and contracts than you-an outsider.13v Activity 1 vDo you think Japanese people will decide at the negotiation table very quickly? Why?vp15014vP171-173跨文化商务沟通案例教程(上外出版社)15Part 2 Some Advice for Price Haggling讨价还价，争论讨价还价，争论-what is to be shown?vWang, a trading staff in
11、 a Chinese company, is attending a fair where his company has got a booth to display their products. A Russian businessman is interested in their items and starts trying to make a deal with Wang. As Wang has a lot of experience in making deal with Russian people, he gets the quote made in different
12、versions-one Is bearing higher price and the other lower. His assistant, an intern实习生实习生, is very curious about this and Wang says as explaining to her:16vRussian business people are very smart. They take price into great account and always try to get the suppliers price lower and even lower. As a m
13、atter of fact, no matter how rational your first quote is, Russian buyers will reject it. They will use some cheating strategy as to say to the supplier: your price is not competitive at all. Your competitor has quoted a favorable price.vSo, you show them a price list with higher price, said the ass
14、istant. After their exhausting haggling, we show the true price list as to make them believe they win the haggling. vYes, that is the strategy and it always works well, said Wang.17vTips for Russian business people at the table:v1. They eager to make big deals so only large orders could draw their a
15、ttention.v2. They are very strict or picky with trading terms and also try hard to haggle over the price (even by threatening/cheating). So stick your point and they will be back, and if you give in, then you will give in all the time in future deals with them.v3. They are decent at negotiation tabl
16、e, good appearance and manners are very important. If not, they might quit you no matter how promising the deal will be.18v situation BvZhang is a buyer of a motor company. He has to travel a lot to find adequate suppliers so he can often be seen at some big motor and vehicle fairs. He is very famou
17、s in his circle as a smart buyer. But calling early career, Zhang would tell you one of his failure at his purchasing job. vScan was a very famous vehicle and motor parts manufacturer based in Sweden. Zhang knew the products of Scan were reliable so he tried to talk with Scans salesman at an interna
18、tional fair with the intention to get a deal done. Everything seemed going on well as the both sides started, but when Zhang tried to bargain over， the air was getting tense. 19v “our quote is based on careful calculation, there is no room for any cutting down,” the Scans salesman said politely but
19、firmly.vZhang insisted, as that was a common practice, that the Scan make a bit, and what surprised him was the Scans salesman picked up his case and left.vWhy is haggling not practical with Swedish business people?20vTips:v1. Scandinavian斯堪的纳维亚语、北欧日耳曼语系的people and German-speaking people are highly
20、concerned about details (low-context). They believe that they have made every figure carefully calculated and there is little room for revising or improvement. Swedish businessmen get annoyed and wont give up their principle easily. For outsiders, they seem a bit rigid, but they are very honest in t
21、he price and they wont compromise 妥协with price and then replace the good material with less-quality one.v2. Chinese people also would like to haggle, as they are likely to estimate their counterparts quote has large room for shrinking. 21v Activity 2vJudge he following statements true of false accor
22、ding to what you read:v1) Mr. Xiao shows 2 types of razors刮胡刀刮胡刀 to the customer.v2）The 2nd type Xiao showed has several sizes for choice.v3) Xiao agrees to make a discount in the end.v4) The customer buys the first one because its cheaper than the 2nd one.vp15322Part 3 The Device策略策略 of Stereotypin
23、g成见，定势成见，定势 in Cross-cultural Communication vFocuses Stereotypes定势定势 of some cultures negotiation stylesTips for being at the negotiation table23vSituation A: v p154-155v商务跨文化交际（武汉大学出版社）vStereotypesvDefinition: stereotype, in forms of noun, means a fixed idea about something or some people. As a ver
24、b, it means to formulate明确地表达 the characteristics of a group of people so that they are distinguished from others.vValue of stereotypes:vStereotypes is useful, helpful in cross-cultural communication, but it can only be used as a reference device only. If its used as a prejudice, it will be bad for
25、the communication. vSamples of stereotypes:vP159商务跨文化交际（武汉大学出版社）24vSome tips for negotiation in international trading field:v1. Dressed in a decent way. v2. Getting proper excuse in hand在手头在手头/控制中控制中. Its all known that “an unexpected visitor” or “a call” are most commonly used excuses at negotiatio
26、n table when one finds somehow hard to make a reply. v3. Be a good listener. v4.Keep these taboos in your diaryv 25A. when talking with Arabian people, you cant cross your legs nor light a cigar as that will make you look rude. You must B. if your partner is from Japan, it will be wise for you not t
27、o have female senior staff in your delegation, at least not too many. Otherwise your sincerity will be doubted because a lot of Japanese people will hold the idea that women cant have the last word in business field. A lawyers appearance at the negotiation table is likely to draw the talk to a failu
28、re-lawyer symbolize finding faults, not good wills.26C. Most Europeans wont miss a vacation, so make it sure not to plan any important talk with European business people in August, which is their traditional holiday time. You cant expect them to be ready to talk with you over any business in the las
29、t few days of July (excitement) or first week in September (tiredness). D. dont try to haggle over price or some trifle items with your partners from Scandinavian. 斯堪的纳维亚的；斯堪的纳维亚人的；斯堪的纳维亚的；斯堪的纳维亚人的；斯堪的纳维亚语的；北欧日耳曼语系的斯堪的纳维亚语的；北欧日耳曼语系的 countries. They dont like bargaining or much revision or change for what they expect from you is well-scheduled. v 27Home AssignmentsvSummarize the sample stereotypes in this lecture, and choose 3 and illustrate it with detailed examples. 28Hope you a happy day !29 结束语结束语