,Cross-cultural Communication,Week 13,Contents,Cross-cultural Negotiation - with Chinese - With American - Major Conflict Between L & H Context Decision Making - Factors - Approach,Cases- I,When President George Bush went to Japan with leading American businessmen, he made explicit and direct demands on Japanese leaders, which violated Japanese etiquette. To the Japanese, it is rude and a sign of ignorance or desperation to make direct demands. Some analysts believe it severely damaged the negotiations and confirmed to the Japanese that Americans are barbarians.,Case Discussion Questions,Case I- Why did the Japanese think that Americans are barbarians? Japan- High Context culture High context culture involves interaction via NONVERBAL language behavior, social status, relationships rather than verbal language America- Low Context culture Low context culture interact via VERBAL language.,An American businessman refused a cup of coffee from a Saudi businessman. Such a rejection is considered very rude to the Saudis, and the business negotiations stalled.,Cases- II,Case II- Why did a refusal of coffee lead to the deadlock in the negotiations? Arabic culture is warm, and their people are sincere and warm. In order to start a business, American should learn how to get along with them and get used to their hospitality. Once making friends with them, business comes your way.,Case Discussion Questions,Cross-cultural Negotiation,GOALS,Culture,Negotiating Style: Negotiation Behavior (defense/attack/trust) Verbal & Non-verbal Behavior Attitudes towards time,Team Composition,Task vs. Interpersonal Relationships,Trust level & Duration Relations,Cross-Cultural Negotiation Variables,Cross-cultural Negotiation,Negotiate with Chinese - Variations among different regions - Two Major areas of conflict: a) Amount of detail b) Apparent insincerity about reaching an agreement - Authoritative Negotiator,Cross-cultural Negotiation,Cultural Factors Influence Chinese Negotiators: - Ingrained politeness - Emotional restraint - Emphasis on social obligation - Belief in the interconnection of work, family, and friendship,Cross-cultural Negotiation,Heart of Negotiation with Chinese - Face, two components are: a) Lien (Lian) A persons moral character, the most important thing defining that person b) Mientzu (Mianzi) Ones reputation or prestige, earned through accomplishments, bureaucratic or political power,Cross-cultural Negotiation,Negotiate with American - Know when to compromise - Take a firm stand at the beginning - Refuses to make concession beforehand - Set up the general principles and delegate the detail work - Keep a maximum of options open before negotiation - State his/her different opinion as clearly as possible - Good sense of timing and is consistent,Conflicts Between L & H,Key Questions,Low-Context,High-Context,Why,When,Analytic, Linear Logic, Instrumental, Dichotomy between conflict & conflict Parties,Synthetic, spiral logic, Expressive oriented, Integration of conflict & conflict parties,Individualistic oriented, Low collective normative Expectations, Violations of individual expectations Create conflict potentials,Group oriented; High Collective normative Expectations; Viola- tions of collective expectations create conflict potentials,Conflicts Between L & H,Key Questions,Low-Context,High-Context,What,How,Revealment, Direct Confrontational attitude action and Solution oriented,Concealment; indirect Nonconfrontational Attitude; Face and Relationship oriented,Explicit communication Codes, Line-logic style, Rational-factual rhetoric, open, direct strategies,Implicit communication codes; Point-logic style: intuitive-effective rhetoric, Ambiguous, Indirect Indirect strategies,Decision Making,Cultural Influences - Through the broader context of the nations institutional culture - Through culturally based value systems,Decision-making Process: a)- defining the problem b)- gathering & analyzing data c)- considering alternative solutions d)- deciding on the best solution e)- implementing the decision,Decision Making,Decision Making,Problem Definition,CULTURE,Data Gathering,Consideration of Alternative Solutions,Decision,Implementation,Risk Tolerance,Perspective (Ob/Sub),Past/Future Orientation,Locus of Control (Inter/Exter),Individualism/Collectivism Locus of decision making,Utilitarianism/ Moral Ideals,Decision Making,Approaches to Decision Making The relative level of utilitarianism/ moral idealism in any society affects its overall approach to problems - Objective /Subjective approach - Utilitarianism strongly guides western behavior - Moral idealism critically influence Asian way of behaving,Merry Christmas & Happy New Year!,